Blue Connections IT embraces a unified, customer-first sales approach with centralised pre-sales team

June 19, 2024 — Blue Connections IT, a platinum and gold partner for some of the world’s largest technology vendors, has successfully implemented a centralised pre-sales team, marking a significant transformation in its sales strategy and customer engagement processes. The initiative will streamline operations and provide a cohesive service experience to customers. 

Paul Wilson, chief technology officer, Blue Connections IT, said, “Moving to a centralised pre-sales model streamlines internal processes and significantly enhances customer engagements. Now, Blue Connections IT customers receive consistent, comprehensive information and support, no matter the complexity of their needs across the service spectrum.” 

Previously, Blue Connections IT operated with individual pre-sales teams for each department, a setup that risked creating potential silos within the organisation. Additionally, this fragmentation presented a disjointed view to customers and could result in inefficiencies, especially when opportunities spanned across different business units. This model stemmed from the company’s early stages and functioned adequately when it had 50 employees; however, as the organisation rapidly expanded to 180 staff, it became evident that change was required. Blue Connections IT embarked on a strategic overhaul to unify its pre-sales efforts under a single team, a significant shift in the company’s approach to the market. 

Paul Wilson said, “This change was about more than just improving the organisation’s sales process; it was also about building a stronger, more unified team that could leverage the full scope of Blue Connections IT’s capabilities. By consolidating the company’s expertise and resources, Blue Connections IT can ensure consistent messaging and leverage unified proposals and presentations. This alignment helps the pre-sales team communicate the full breadth of Blue Connections IT’s offerings effectively, enhancing their ability to cross-sell and upsell across all products.” 

The implementation journey was meticulously planned and executed over six months, culminating in a seamless transition at the beginning of the last financial year. While the shift required adjustments, especially for those used to managing their pre-sales resources independently, the new model has been positively received across the organisation through dedicated effort and clear communication of its benefits. 

The new approach has already yielded significant benefits since its launch, including improved response times for sales inquiries, thanks to the establishment of service level agreements (SLAs). Sales representatives now receive timely support, facilitating more effective customer interactions. The newly centralised team has also successfully tackled complex sales opportunities that span multiple business units, securing substantial contracts that were previously unattainable. 

Paul Wilson said, “Looking ahead, Blue Connections IT is committed to further refining its sales and pre-sales processes. Plans are underway to enhance documentation and support materials, making it easier for the sales team to engage with and respond to customer needs swiftly. The goal is to not just respond to the market, but to anticipate it, ensuring Blue Connections IT is always a step ahead in serving its customers.” 

Blue Connections IT’s centralised pre-sales team marks a significant milestone in the company’s ongoing efforts to innovate and improve its service delivery, and the success of this approach highlights the organisation’s commitment to excellence and its adaptive, forward-thinking culture. Through this strategic initiative, Blue Connections IT is well-positioned to navigate the complexities of the market, deliver exceptional customer experiences, and achieve sustained business growth.  

-ENDS- 

About Blue Connections IT 
Blue Connections IT is a leading Australian owned provider of best-in-class IT solutions and managed services. Its clients include some of Australia’s best known and established businesses as well as organisations navigating the challenges of business growth.