Customer Profile
Client A is a leading global provider of IT and travel technology solutions enabling travelers to travel by connecting them via travel agents, search engines and tour operators to airlines, airports, hotels, cars and railways.
Challenge
They wanted to offer their travel and expense management solution directly to large end-user organisations, who traditionally purchased through third-party travel management companies.
To realise Client A’s ambition and build this sales channel, Fast Track Solutions set out to capture market intelligence about current systems, contracts, review dates, and annual travel & expense spends and to secure highly-qualified sales appointments with the key decision makers.
Solution
Targeting a hit-list of 60 global brands, the first priority was to identify and engage key decision makers, including Global Travel Managers, Heads of Procurement and Specialist Category Managers among others.
Relationships were created and qualifying prospects nurtured until they became receptive to sales contact, at which point meetings were arranged.
The programme was later broadened to target high-spending verticals such as Law, Consultancies, and IT .
Results
- Senior decision makers in 30% of target organisations were appointed in first year, including IBM, Diageo and Ford.
- A pipeline of opportunities worth £200M in revenue to Client A was created, representing organisations with a combined annual travel and expenditure spend of €1.3B.
- Forecast return of 100 x original investment
