1. Case Study Infographic
2. Case Study Deeper Dive

Executive Summary

When Scott Stamper, Principal of Acivica, worked with a mid-sized technology consulting firm, he saw an opportunity to shake things up. By weaving business intelligence and analytics into the DNA of their presales process, he helped transform how the firm approached every client engagement. The result? Analytics became part of nearly every deal, adding 10-15% to project budgets and giving the sales team a serious competitive edge.

The Challenge

The firm had solid chops in enterprise software implementation, but they were missing a trick. There was no consistent way to bring analytics and decision support into the sales conversation. The team needed something that would help them stand out from the crowd and show clients real business value—not just another software deployment.

Our Approach

Scott worked closely with a strategic sales leader who taught him how to bake strategic thinking into every part of the engagement, especially on the pre-sales side. Together, they built an analytics-first sales methodology that changed the game.

Leading with Analytics

• Scott positioned analytics and decision support right at the front of every client conversation
• Instead of treating analytics as a side dish, it became the appetizer—no matter what technology platform they were discussing
• Every pre-sales engagement started with analytic outcomes and business drivers, whether they were talking about CRM systems, enterprise platforms, or anything else
• Empowering the Whole Team

Empowering the Sales team

• Scott created frameworks and talking points that enabled the entire sales team to run with analytics discussions
• Sellers could confidently talk about analytics even when Scott wasn't in the room
• The approach worked across different platforms and solution types, making it truly versatile

Scaling Through Enablement

• Scott served as an enabler rather than trying to be in every meeting
• He set up the team so analytics became a natural part of their pitch, whether he was there or not
• The methodology scaled across multiple opportunities running concurrently

The Results:

While we'd like to think the results speak for themselves, it is important to call out some of the benefits from adopting this approach to presales.

The Numbers

• Analytics got added to just about every client engagement
• Average analytics add-on: $120,000-$150,000 per project
• On base budgets of around $1,000,000, that 10-15% bump was pure upside
• This was always additive revenue—not cannibalizing existing deals

Beyond the Bottom Line

• The firm differentiated itself in a crowded market
• Conversations shifted from "here's what the software does" to "here's what your business will achieve"
• Built a repeatable playbook that kept working deal after deal
• Created lasting capability in the organization that went beyond any single engagement
• Key Learnings

What did Acivica Learn from This?

1. Strategy needs to be everywhere—from the first hello to signing the deal, strategic thinking can't be an afterthought
2. Enablement beats heroics—building up the whole team creates way more value than being the solo expert
3. Outcomes trump features—when you lead with business results and analytics, the technology conversation gets a lot more interesting
4. Positioning is everything—frame analytics right and clients see it as essential value-add, not a nice-to-have
5. Consistency wins—using the same methodology across all opportunities drives predictable results

Conclusion

By thoughtfully integrating business intelligence into the firm's existing sales framework, Scott helped transform analytics from an occasional add-on into a core part of how they sold. This wasn't about reinventing the wheel—it was about enabling a talented team to have better conversations with clients. The approach created significant incremental revenue while making every engagement more strategic and more valuable for everyone involved.