PiSYS Case Study

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PiSYS

– Allan Sutherland

Computer Software

Pisys are one of the most respected outsourced IT suppliers in the UK. Since 2003,
they have been delivering fast, reliable local and cloud services to companies across the
public and private sectors.

THE BRIEF

Like many organisations, Pisys were building and managing their own sales
pipeline – researching suitable companies, finding contact details and sending
out mailshots. Much of the prospecting work was carried out by Allan
Sutherland, Pisys’ Business Development Manager. He’s the first to admit that
when it comes to outsourcing the job, he was sceptical.

Like many organisations, Pisys were building and managing their own sales pipeline – researching suitable companies, finding contact details and sending out mailshots. Much of the prospecting work was carried out by Allan Sutherland, Pisys’ Business Development Manager. He’s the first to admit that when it comes to outsourcing the job, he was sceptical.

“I come from a background of finding your own leads
and taking it right through to the sale and beyond. I’m
not a rookie when it comes to finding leads. I know what
I’m looking for, so I came into this with a lot of pride in
the job of selling IT.

“I come from a background of finding your own leads and taking it right through to the sale and beyond. I’m not a rookie when it comes to finding leads. I know what I’m looking for, so I came into this with a lot of pride in the job of selling IT.

I was quite sceptical. Why would somebody else
be able to do the job better than me?”

At this stage, because their emails included links to Pisys’ website, most
business came in via Google. They were doing OK. Usually, the Pisys team
presented 2 or 3 demos a month to prospective customers.