edenseven Helps ISS to Decarbonise their Operations
By conducting a review of their market and target audience to align their organisation with their sustainability goals
ISS is a leading workplace experience and facility management (FM) company which provides placemaking solutions that contribute to better business performance and make working life easier, more productive, and more enjoyable. With a significant presence in the build environment, ISS has a clear focus on delivering sustainable services to their customer base, helping them to achieve their net zero ambitions.
edenseven, one of the Cambridge Management Consulting group of companies, were commissioned to review ISS’ current sustainability market offering, and, through an engagement programme, make sure that it was aligned to the requirements of their customers’ long-term sustainability ambitions.
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Project
Overview
- To review the current market relating to sustainability services within the sector and outline the different types of structures and products being offered.
- Assess the current product and service positioning of ISS and review how they are being presented and articulated to the internal delivery teams and customer base.
- Create a clear and concise value proposition which outlines ISS’ breadth of services, and which can be communicated to customers by a broad cross section of the ISS team.
- Through a customer engagement programme, test the value proposition with a set of key accounts and record areas where refinement would be needed to align it to their requirements.
- Present findings to the ISS UK board and provide clear feedback and next steps.
Skills & Knowledge
- Data Analysis: A broad knowledge of both the FM and sustainability sectors, and an ability to articulate findings from market research and stakeholder/customer interactions in an effective manner.
- Report Generation: Create documentation and reports which deliver complex requests and findings in a concise and clear manner to senior stakeholders and customers.
- Stakeholder and Customer Engagement: Build a continuous feedback loop to senior stakeholders within ISS and across key customer accounts. edenseven captured and reviewed customer needs and service requirements to produce effective and timely decision making.
Outcomes & Results
01
Market Awareness
A clear understanding of market trends and contractive characteristics relating to sustainability services in the FM sector.
02
Organisational Clarity
An outline of current services and how they are delivered through the sales process.
03
Value Proposition
A clear and relatable value proposition which captures all services in a format which can be delivered by a broad cross-section of the ISS workforce
04
Forward Planning
A board-level presentation and report outlining key findings and next steps to deliver existing and new services which are focussed on meeting key customer requirements.
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Industry insights
We were approached by a global networking systems, services, and software company that specialises in optical and routing solutions. Their technology helps carriers, enterprises, and governments build more efficient and scalable networks, particularly for high-bandwidth applications like 5G, cloud computing, and AI-driven networking. Africa is a key strategic market for this client. They are also playing an active role in advancing outlined 5G technology on the continent, emphasising a focus on routing and switching aggregation components, network slicing, and monetisation. The Opportunity The client engaged Cambridge MC to provide external insight and support to augment and accelerate the progress of their Go-to-Market plans for Africa. We proposed our in-house rapid Strategy Stress Test that delivers key insights across areas of your strategy using a 1–5 health-scoring matrix. The client's aim is to grow market share in the region with a precisely focussed strategy that targets their market with key propositions and solutions. We were engaged to review this strategy and their plans for the region, identifying critical opportunities and gaps with a quick turnaround. Approach We used our Rapid Strategy Stress Test methodology which provides: Target geographies, opportunities, and partners for resource effectiveness and success maximisation Assessment of client's Go-to-Market Strategy including identification and testing of key assumptions Identification of new opportunities and any gaps in the strategy Recommendations on how best to capitalise on the market and accelerate their route to success This included carrying out target addressable and client-addressable market sizing by country for the Optical, Data Centre Interconnect, Routing and Switching portfolios; competitor market share analysis; analysis of current and planned data centre build in the target countries; future trend analysis, including Political, Economic, Social, Technological, Legal and Environmental trends by country. We put their GtM strategy and plans through our Stress Test framework, scoring capabilities against best-in-class – across 11 parameters such as Market Potential, Adaptability to Local Needs, Pricing and Marketing & Demand Generation. Recommendations were made against each of the 11 areas relating to opportunities to accelerate their GtM strategy. In order to support effective targeting of resources into key countries, we developed a country prioritisation framework across 15 parameters, such as GDP growth, energy supply, stability of regulatory environment, and ease of doing business. This quantitative assessment was supplemented with the real world experience of our Africa experts.
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