Three Birds — T‑Mobile
Empowering Direct B2B Sales
Project Lead: Victor Harrison
Client: T-mobile
Type of Program: Go-To-Market
Region: CEE — Central & Eastern Europe, Poland
Industry: Information Technology, Telecommunications,
Client’s Product: Data Center, SMB Mobile Solutions, Corporate Mobile Solutions
Empowering Direct B2B Sales Through Customer Insight
How do you build a direct sales advantage across multiple enterprise and SMB product groups? By mapping decision-making behaviors and delivering content that aligns with real B2B buying journeys.
The Three Birds program, developed and led by Victor Harrison for T-Mobile, was designed to support direct sales efforts through deep insights, precision targeting, and ultra-relevant content. This initiative focused on three key product areas, aiming to elevate how sales teams engage with business customers across various segments.
Objectives
- Gain a deep understanding of the buying committee and buying journey for:
- Data Center Enterprise Solutions
- Enterprise Mobile Solutions
- SMB Mobile Solutions
- Develop ultra-relevant content for T-Mobile’s new B2B website targeting those three groups.
Key Elements
Vex Framework
- Mapping of B2B buying and sales frameworks
- Identification of buying and selling personas and roles
- Buying journey insights for high-value engagement
- Value proposition development tailored to each solution
Content Matrix Development
- A structured content matrix was developed specifically for the three product groups
- This ensured alignment between customer needs and digital communication strategy
- Sales teams were equipped with targeted materials to move deals forward faster
Results
- Deep insight into target audiences and decision dynamics
- Targeted, personalized content for B2B website launch
- Strengthened sales enablement across enterprise and SMB segments
Need to sharpen your B2B sales approach with insight-driven content and frameworks?
RFI / RFP