Reignite Growth in IT Services & Consulting by Pivoting Your Go-To-Market Strategy
Our proven GTM approach helps you reposition offers, generate demand, and rapidly scale pipeline.
When Growth Stalls, It’s Not Just a Sales Problem — It’s a Market Shift.
IT Service & Consulting Providers are facing a perfect storm – the economic slowdown, cost-conscious customers who in-source, intense competition, disintermediation by Cloud Platform Providers, lack of differentiation and the looming impact of AI.
Over 70% IT Service and Consulting Providers have a sustainable growth problem
Source Data: Market Dynamics for ANZ IT Services and Consulting Sector (2024–2025)
In response to this, many have been doubling down on marketing/sales activity, billable utilisation and endless cost-out initiatives. While overlooking the underlying problem – they have lost their ability to Generate Demand.
Pipelines are stalling. Revenue is flat or declining. But the issue isn’t just sales execution — it’s that the rules of the market have fundamentally changed.
Two structural shifts driving declining demand:
1. Traditional Offerings Have Lost Product-Market Fit
Rapidly changing markets mean that what resonated three years ago no longer reflects today’s buyer priorities driving a widening Value Gap. Why – because markets are defined by customer outcomes – not by products & services. Operationally sound offers that don’t address urgent needs or demonstrate clear ROI get filtered out — fast.
2. AI has transformed how B2B buyers make decisions
Zero-click search and AI-assisted research mean customers are validating vendors and forming preferences before your website, sales team, or marketing content are even seen. In fact 70% of the B2B buying journey is self directed. If your offer isn’t discoverable, differentiated, and relevant, you’re not even part of the conversation.
Unfortunately most IT Services and Consulting providers are not equipped to close the Value Gap and regain visibility. Instead they suffer from Boiling Frog Syndrome hoping things will improve by continuing to attempt to sell the same thing.
Organisations need to act now to get ahead of the curve… they need to close the Value Gap and Pivot their portfolio into sustainable growth markets.
Six Levers to Reset Growth and Regain Relevance
Digital Pivot helps IT Services, Consulting, and Professional Services firms confront these shifts head-on — with six targeted interventions that realign your offerings, strategy, and sales motion for today’s market realities.
Offering Pivot
Refocus your business with clarity on where to play, who to serve, and how to win. Build alignment across leadership and set a foundation for sustainable, scalable growth.
Rapid Prototyping
Test and validate new service offers in weeks, not months. Quickly uncover unmet customer needs, refine your positioning, and go to market with confidence.
Partner Led Growth Program
Unlock partner ecosystem growth by equipping your sales and partners teams with disruptive messaging, targeted enablement, and the tools to accelerate joint go-to-market success.
AI Search Optimisation
We help B2B firms restructure content and messaging to appear in AI-driven search results and summaries – where buying decisions happen. Be Found. Even Without the Click.
Post Merger Integration
Unlock the value trapped in fragmented acquisitions. We integrate services, teams, and GTM motions into a unified platform for growth and customer impact.
MDF Maximiser
Unlock the full potential of Market Development Funds to drive growth, align campaigns with sales, and become your vendor’s partner of choice.
Our expertise spans 25 years of success in Global and Local Professional Services, covering Senior Leadership, Business Change, Strategy, Go-To-Market (GTM), Post-Merger Integration, Design Thinking led Offer Development, Partner Programs, Sales, and Cloud Practice Development.
We leverage our deep experience, proven AI techniques and IP through Fractional Consulting, then work alongside your teams to unlock sustainable growth in a rapidly evolving digital world.
If you are seeing these symptoms in your business we should talk. Book a complimentary 30 min Discovery Call today.
FAQs
How do I pivot our offerings into growth markets?
- Pipeline vs Market Fit: Which Matters More?
- What is the underlying cause of the decline in service demand?
- How do I Align Services with Evolving Client Needs?
- What is the Roadmap to Successful Portfolio Diversification?
- How do I measure the success of a Service Offering Pivot?
How do I successfully Launch new Offers in market?
- How do I successfully launch a new offering into market?
- What is the Business Case for Rapid Prototyping?
- What are the key considerations when looking for specialist assistance with Rapid Prototyping?
How can I ignite Partner Led growth in our business?
- Core Services Pipeline Shrinking? —How Partnerships Can Fix It?
- The Hidden Revenue in Your Partner Network: How to Unlock It?
- How to build a Scalable Partner-Led Sales Strategy in IT Services?
- Partner Enablement 101: The Missing Ingredient in Most IT Sales Strategies
- How to Measure the ROI of Your Partner-Led Growth Strategy
Driving growth through Post Merger Integration?
- Why Post Merger Integration is Crucial in Today’s Rapidly Changing IT Landscape
- Streamlining Cross-Sell and Upsell: Unleashing New Revenue Opportunities
- Building a Unified Services Catalogue: The Key to Empowering Sales and Presales Teams
- Crafting an Integrated GTM Strategy: From Fragmented Practices to a Unified Vision
- Measuring Success Post Merger: Driving Continuous Improvement and Long-Term Growth
Igniting AI Business Enablement ?
- Rethink Offshoring – Why Automation is your better business strategy?
- Why Your Go-To-Market Strategy Needs an Urgent Reset
- The Knowledge Workers Dilemma: The Age of AI
- Why Professional Services Must Pivot in the Era of Zero-Click Search and AI
- It’s Not Just Time for Businesses to Pivot — It’s Time for Individuals to Pivot Too
Understanding AI Search Optimisation
- Why Your Website Traffic Is Disappearing – And Implications for Your Sales Funnel
- The Invisible Brand - How Zero Click Search Is Disrupting B2B Marketing
- Choosing a Partner for AI Search Visibility - What to Look For (And What to Avoid)
- Optimising for the Clickless Future - What Modern Visibility Really Looks Like
- From Search to Shortlist – How Zero‑Click Content Converts Without a Visit
over 70% IT Service and Consulting Providers have a sustainable growth problem
