Delivering on our promises
Working globally. For over ten years. With over forty clients. Together achieving their goals.
Cyber specialist breaks into adjacent sectors and is acquired by CACI as part of an acquisition worth £90million
The Challenge
Deep3 experienced steady growth between 2014 and 2019 as a high-end cyber security specialist working with a central Government client. New growth depended on extending into adjacent areas such as emergency services and border forces.
Solution
We supported the co-founders, working to define a new market position for Deep3: developers of 'Mission Critical Software'. It fitted what the business had become, and moved the business beyond provision of contracted cyber experts. It was seen as a business building critical software specifically for strict government standards.
Results
Deep3 engaged adjacent public sector areas, increasing growth and overall value. In 2022, it was acquired by CACI as part of a wider M&A comprising three businesses for a reported sum of £90million.
Evolved portfolio attracts enterprise clients, supporting double digit growth and $500 million investment
The Challenge
ECI experienced rapid growth from 2010 to 2018 including several M&As and as a result generated high investor growth expectations. That trajectory was only sustainable through offering a wider capability set positioned for a new and larger type of ICP.
Solution
We worked with the CEO and the leadership team to evolve and embed a new way to go-to-market. Together, we defined a new market position, restructured the portfolio and enabled the sales team to sell in a more consultative way. A clearer strategic narrative for investors and confidence-inspiring sales tools helped secure success.
Results
Ultimately, in 2022 Apax and GIC increased their majority stake for a sum of $500million.
Fine wine trading business outgrows market perception, reframes its position, and immediately increases opportunities by 75%
The Challenge
Since its inception in 2000, Liv-ex has been the stock market for fine wine trading. It brought new levels of clarity and standardisation to a historically opaque market. Known for its trading platform capabilities its vast data and insight capabilities were building but weren't fully understood by the market as yet.
Solution
The full value of Liv-ex needed to be translated into terms the market could recognise and embrace. We worked closely with the founders, sales and marketing leaders to evolve Liv-ex's market position, articulating the exchange concept in language the fine wine market could understand. The intent was to shift perception beyond being an alternative buying and selling service to helping the market recognise the full value of a transparent, independent, data-driven insights and trading platform.
Results
Remarkable 75% uplift in sales-qualified opportunities, alongside continued adoption of Liv-ex's capabilities, showing market perception catching up with reality.
Integrates M&A, shifts category and is bought for $2billion by DXC
The Challenge
Luxoft had grown rapidly, organically, and through M&A. The business had evolved from outsourced software engineering provider to a strategic digital consulting and software business. The challenge was internally and externally the perception of Luxoft lagged behind reality; resulting in Luxoft being commissioned in projects as a supplier versus an upfront advisor.
Solution
We worked with the CEO of Luxoft and the leaders of the 8 business divisions to re-categorise the overall business. The work defined a new, over-arching market position as a global consulting partner for end-to-end digital solutions combining consulting, strategy and engineering at scale into one coherent story. And we equipped the 8 business divisions with value propositions specific to their needs. The CEO was able to make a stronger case for Luxoft's new position, articulating value and capabilities for investors, the market and eventually its buyers.
Results
Luxoft increased revenue from $500million in 2016 to $785million in 2017, and to $906million in 2019. In 2020, Luxoft was acquired by DXC for $2billion. In 2026, post-acquisition Luxoft as part of DXC has a reported revenue projection of $4.1billion.
Integration of 3 M&As into a Civica Healthcare Division
The Challenge
Early 2017 saw increasing pressure on public and private healthcare providers to change how information was stored and used across patient pathways. Civica had built significant capability through existing products and M&A. But senior leadership agreed the combined value proposition wasn't yet clear to the market, leading to missed revenue opportunities.
Solution
We worked with business unit leads, product leads, sales and marketing to define how Civica Health & Care should be positioned in the market. This included shaping the combined portfolio, clarifying how it should be structured, and articulating how Civica's capabilities could come together to solve health and care challenges. We then enabled business leads, marketing teams and the sales function to take the new value proposition to market.
Results
Civica moved from a fragmented set of brands to a Health and Care division with the market positioning to support frontline workers, clinicians and key decision-makers with precise insight across clinical, operational and financial instances.
Aligns three service lines into a portfolio offer and grows revenue by 14.7%
The Challenge
Ahead of the 2018 annual Sales Kick-off event, Computacenter recognised that by increasing the cross-sell between three lines of business [Workplace, Cloud, Security], it would embed Computacenter into clients further and significantly increase revenue growth.
Solution
We collaborated with sales leaders across each service line in the UK, France and German markets to develop a value proposition that worked on two levels. First, it positioned a single, overarching Computacenter portfolio offering. Second, it enabled each service line to act as a credible entry point, building on current market understanding while protecting existing revenue streams. At the Sales Kick-off event, the new positioning was launched and salespeople were equipped with the tools and assets to activate a unified, orchestrated go-to-market push that same day.
Results
In 2018 to 2019, Computacenter revenue grew by 14.7%. Much of this growth is attributed to positioning a multi-entry portfolio in the market that was valuable to and understood by investors, the wider market and internal sales teams.
