Company Description:

CSG, short for CSG International, is an industry-leading information technology and services company, with a major focus on customer interaction management and billing solutions. CSG is known for its software and business support solutions that primarily cater to the telecom, IoT, and digital transformation sectors.

A significant part of the company's mission is to improve the customer experience, made possible through its innovative customer engagement, revenue management, and payment solutions. The company's award-winning engagement, digital commerce, and payment solutions help businesses grow faster and form stronger connections with their customers and partners.

CSG has over 6,900 employees and serves several top global communications service providers, including AT&T, Comcast, DISH Network, France Telecom, Orange, T-Mobile, Telefonica, Time Warner Cable, Vodafone, Vivo, and Verizon. As per data from 2020, CSG's two largest clients are Comcast and Charter, contributing 23% and 20% to its revenues, respectively.

Being cloud-first and customer-focused, CSG helps companies around the globe expand into new markets, launch new digital services, and build brand loyalty. Close to 89% of CSG's revenue comes from its cloud and related services segment, with approximately 5% attributable to its software business. The company is also invested in innovation, spending about 13% of its revenue on research and development.

Among the company's offerings, CSG Encompass, an open, integrated, and modular SaaS platform, boosts the value of 5G investments for communication service providers (CSPs), offering the needed scalability and configurability. This commitment to enhancing 5G technology and a drive for building a high-trust, high-performance culture has led to CSG being recognized as a market leader in the telecommunications sector.

Through its range of licensed and Software-as-a-Service (SaaS)-based products and solutions, CSG focuses on helping its clients compete more effectively, enhance business operations, and deliver impactful customer experiences across multiple touchpoints.

I. Sales Plan Overview

This sales plan aims to address the imminent needs and pain points of our prospect, CSG. Our SaaS company will provide solutions to CSG’s challenges such as maximizing the value of investments in R&D, managing their cloud-based services, delivering highly personalized customer experiences, maintaining strong strategic partnerships, and securing a competitive edge in the IT & services industry.

II. Understanding the Customer

Company Profile:

• Company Name: CSG
• Industry: Information Technology & Services, Computer Software
• Company Size: ~6900 Employees
• Key Services: Unified Customer Engagement, Revenue Management, Digital Transformation, Managed Services
• Company Website: csgi.com

Pain Points:

1. Maximizing R&D outcomes and staying competitive.
2. Managing cloud-based services for a vast and complex network.
3. Delivering personalized, unified customer experiences across all channels.
4. Maintaining and strengthening relationships with key strategic partners.
5. Securing a competitive advantage in dynamic tech landscapes.

III. Identifying Sales Objectives and Metrics

Objectives:

• Demonstrate how our SaaS solutions address CSG's pain points.
• Initiate engagement with stakeholders by Q2.
• Close deal by Q4.

Metrics:

• Number of stakeholders engaged.
• Number of product demonstrations given.
• Number of meetings held.
• The progress of negotiations.
• Closed deals.

IV. Detailed Sales Action Plan

A) Prospect Identification and Qualification:

Identify relevant stakeholders within CSG related to purchasing software, IT services, revenue management, and digital transformation.

B) Initial Contact:

Reach out via LinkedIn or email and briefly explain how our SaaS solutions align with their pain points Source.

C) Product Demonstration:

Organize a personalized demo to highlight how our solutions can help maximize their R&D investments, manage cloud-based services, improve customer experiences, and secure competitive advantage.

D) Objections Handling and Negotiation:

Address any concerns they might have regarding integration, scalability, user-friendliness, training, and support of our software.

E) Close:

Develop a tailored proposal and pricing model. Arrange a final meeting to answer any queries and move towards contract formation.

V. Resources Allocation and Timeline

A) Resource Allocation:

• Sales Team: Engaging stakeholders, conducting demos, and negotiations.
• Technical Team: Assisting in demos and addressing technical queries.
• Marketing Team: Tailoring personalized messages and providing insightful materials.

B) Timeline:

• Q1-Q2: Identification and initial contact with prospective stakeholders.
• Q3: Product demonstrations and negotiations.
• Q4: Closing deals.

VI. Risks Analysis and Mitigation

A) Risks:

• Inability to engage the right stakeholders.
• Failure to demonstrate superior value to their current solutions.
• Lenient procurement cycle.

B) Mitigation:

• Conduct thorough research to understand their hierarchy and decision-making processes.
• Product personalization to make it more relevant to their requirements.
• Regular follow-ups to ensure a steady progression through the procurement cycle.

VII. Customer Success Support and Follow-up

A post-sale plan is needed to ensure successful software implementation and optimal usage. This involves technical support, training, and periodic follow-ups to gather feedback and ensure customer satisfaction.