Consys.it: Integrated Go-to-Market & Lead Generation Project

Consys.it is a long-standing Italian leader in IT infrastructure and Cybersecurity with over 30 years of history. To capture new growth opportunities in a fast-evolving market, Consys.it selected Otto to develop an integrated Go-to-Market project, designed to reposition the company as a trusted strategic partner and build a scalable lead generation engine.

The core objective was to relaunch a respected brand, making it more relevant to C-Level decision-makers, enterprise clients, and global technology vendors.

The Strategy: Three Transformation Pillars

Our operational enablement journey was structured around three core pillars:

1. Strategic Repositioning: Evolving brand perception from a technical system integrator to a trusted strategic partner, putting security, independent advisory, and innovation guidance at the center. (Keywords: innovation, security, trust)
2. Brand Identity & Communication: Redefining verbal and visual identity to establish a clear, distinctive, and coherent language across all touchpoints. (Keywords: awareness, positioning)
3. Go-to-Market Strategy: Establishing a structured commercial roadmap, focused on strategic verticals, service portfolio enhancement, and targeted opportunity generation. (Keywords: lead generation, verticalization, growth)

The OttoMarket Collider Methodology

Using our proprietary OttoMarket Collider framework, we guided the organization through an end-to-end execution process:

• Target & Competition Analysis: Quantitative assessment of enterprise segments and vendor positioning.
• Verbal & Visual Identity Refresh: Complete logo redesign, website overhaul, marketing collateral, and tone of voice definition.
• GTM Objectives & Planning: Identifying target ICPs and building a clear, scalable, and measurable operational plan.
• Multi-Channel Execution: Integrated activation of digital performance, in-person B2B events, direct marketing, and qualified telemarketing.

Results: GTM Allocation & 301 Qualified Leads in 12 Months

Over the 12 months following the repositioning, the integrated Go-to-Market plan generated 301 qualified sales leads, distributed across a synergistically managed channel mix.

Explore the interactive chart below to analyze the strategic budget allocation and acquisition channel performance:

Delivered Business Value

Integrating strategic positioning with multi-channel tactical execution enabled Consys.it to:

• Elevate Brand Perception: The company is now established as a primary partner for C-Level executives across top Italian enterprises.
• Diversify Acquisition Channels: Reduced reliance on single channels through a balanced combination of physical events (101 leads), telemarketing (90 leads), direct marketing (60 leads), and digital performance (50 leads).
• Accelerate Sales Velocity: Clear positioning and high-value editorial content led to significantly higher sales pipeline conversion rates.