Media company – developing a holistic view

Our client had a detailed understanding of their customer segments and their customers' behaviour. The issue at hand was the use of this insight. Despite this indepth customer knowledge they were not optimising the way it was used. The client recognised it needed to develop a holistic view of the sales, marketing, and CRM function and integrate its insight into the sales and marketing planning and execution process.

PA Consulting Group worked with the company to address these challenges. PA’s approach helped the client deliver a strategic plan and roadmap, a clear business case for change, an improved understanding of its customers profitability and improved sales force efficiency through an integrated, automated contact strategy.

PA delivered over £2.5m in cost savings from the sales force, and supported the introduction of the underlying decision engine and contact strategy, which is expected to lead to benefits of over £20m.

To find out how we can tailor a strategy for your organisation, please contact us now.