Exactive case study

Analysis

Internal data helped profile the target market, the IP they bought and the buyer journey. Analysis and commentary from Gartner, McKinsey, and other publicly available industry reports provided external context, wider market trends and an overview of the complex competitor landscape. .

Listening

We talked to clients to understand motivations and hear first-hand how they described their own challenges and goals, what they valued about Exactive, and what they thought about Exactive’s approach.

Microsoft Teams specialists in the UK and the US shared how Exactive’s offering, expertise and approach were viewed by the vendor and partners shared their selling process and how they positioned Exactive.

Getting to know the team

One to ones with individuals in the business provided insight into the culture, the ambitions, and the specialist knowledge within Exactive.

Key messaging for information memorandum

We built the Information Memorandum around five investor headlines: each a direct product of the time invested in understanding Exactive’s market, its relationship with Microsoft and how it creates long term value for customers.

Refreshed the value proposition

“Our purpose is to help UK enterprise unlock the value of communications technology, enabling people to work flexibly, collaboratively, and productively. Simply put, “we make Teams work”.

Identified the core success factors

We identified the three strong pillars that underpinned the value proposition and provided a point of difference. Deep UC specialism; change management and adoption and world-class customer service gave UK enterprises a faster return on their Teams investment.

Found their competitive market position

Only a handful of providers in Europe had their unwavering focus on UC integration, direct routing into global telecoms networks and Microsoft Teams expertise. Exactive’s market strength was their unique position at this intersection.