DIGITAL SERVICES & OPERATIONS
FUELING GROWTH
Digital service and BPO providers have a distinct advantage when utilizing disruptive technologies and business models to establish a competitive edge for their customers. Structuring and delivering a large deal is a complex undertaking. These deals need to drive significant client value, disrupt the market, and be meaningful for the provider. The complexity and scale of these transactions require sales, solutioning architecture, and delivery excellence to address all facets of these engagements.
Large deals are integral in driving growth and laying the foundation for a predictable revenue base as provider businesses mature. Providers whose revenue leans toward short-term contracts and staff augmentation, struggle with driving a book-to-bill equation that reliably forecasts expected growth. Driving large deals begins to reverse that equation. These wins allow providers to build a predictable revenue base and leverage case studies for similar opportunities.
STRATEGIC ENGAGEMENT ARCHITECTURE™ (SEA)
Capto’s proprietary Strategic Engagement Architecture (SEA) capitalizes on our deep expertise from both sides of the table, service providers and their clients. This dynamic uniquely positions Capto to help providers originate, shape, and co-create strategic engagements with their customers. SEA covers the gamut from pipeline origination through execution and governance of strategic engagements. Our architecture addresses team structure, shaping the opportunity, pursuit process, go-to-market support, and tools required to ensure deal quality assurance.
Alignment of delivery to sales is critical in a large deal pursuit. Many times, solutions are over-engineered before collaborating with the client. Our best-in-class model describes a 50-50 approach to solution development. In the early stages of solutioning, the delivery team creates a 50% compliant solution. At this point, the co-creation with the client begins. As the final solution evolves, the client has started to own the solution, appreciate the provider’s expertise and resources, and develop confidence in the team’s ability to deliver.
Not every deal needs to land headlines. Capto also works with providers on their Incumbent contracts using our SmartSpend™ contract model. Smartspend quickly restructures and extends existing client relationships where there is additionally available wallet share and a solid relationship.
Clients benefit from near-immediate cost takeout while providers achieve predictable multi-year revenue commitments that deepen client relationships. Modifying legacy contracts to incorporate Capto’s SmartSpend model provides upside to the provider as well as its client.
CONTRACT RESTRUCTURING TO DRIVE LONGER-TERM REVENUE
INDUSTRY INSIGHTS
Market factors make now the time to restructure incumbent contracts. See how you can save 10-12% or more within 45 days without long, drawn out contract negotiations.
