Case Study: CompuCom accelerates new customer acquisition with DSG

Accelerating New Customer Acquisition

CompuCom, a provider of consulting, integration, and IT outsourcing services, needed to secure new customers during a period of market downturn and change. To strengthen its new business pipeline, the company sought a better process for focusing on the right opportunities and improving how it positioned itself in sales conversations. DSG worked with CompuCom on a Big Deal sales messaging process to help address these challenges.

DSG led the creation of a forecasting and qualification framework for high-opportunity pursuits and collaborated across teams to develop messaging centered on customer outcomes and differentiators. As a result, CompuCom improved sales discipline, raised the quality of its pipeline, and aligned the team more effectively around the right opportunities, leading to stronger pursuit focus and more effective sales conversations.

CompuCom

Rocco Musumeche

Senior Vice President of New Business Development