All case studies
Telecom · UK
BT Group
PSTN Migration GTM
Protected and grew renewal revenue through a national platform transition by installing a fully instrumented outbound and renewal engine.
£4M+
monthly renewals
1,500+
leads / month
76%
close rate
Challenge
Challenge
- National PSTN-to-IP migration risked £4M+ in monthly renewals
- Disconnected sales motions across regions and product lines
- Inconsistent qualification and unclear pipeline visibility
Approach
Approach
- Mapped a unified ICP and renewal play across enterprise segments
- Built a multi-inbox outbound infrastructure with deliverability hardening
- Layered LinkedIn touches and account-based personalization
- Embedded reply triage, qualification and meeting routing into CRM
Results
Results
- £4M+ in monthly renewals protected through migration
- 1,500+ qualified leads per month at steady state
- 76% conversion to closed business on qualified opportunities
- Unified GTM motion across regions
“We ran a revenue engine through a national platform transition. Operators, not consultants.”
BT Group · GTM Lead