Our industry experience Our capabilities Our clients Client case studies Optimizing B2B sales and marketing efforts for a leading systems integrator Our Client’s Challenge Our client, a major federal systems integrator, needed assistance in formulating a strategy for their managed services division, especially for a major upcoming contract. Mercator Partners’ Action Mercator Partners worked with the client’s managed services team to develop their solution and their overall strategy for differentiation. As part of this project, we supported the client’s business development team in the pursuit of a very large government IT and networking contract. We assisted the team through: thought leadership and insight contributions to written and oral presentations background preparation for oral arguments competitive analysis, insight into a Balanced Scorecard strategy assistance in formulating a cohesive strategy The Results Our client was awarded the $870 million contract it was targeting, the largest ever won by that business unit.