Testimonials: Proven Growth Strategies in Action

Project Overview: DataPROTECT product launch

Category: Business Testimony

Offering: Rapid Prototyping

“Working with Digital Pivot truly reshaped how we approach product development at Securecom. We embraced a rapid‑prototyping model guided by their experienced team, integrating Design Thinking in every step. This collaborative process—bringing together our sales, delivery, partner and customer teams—really put our customers’ needs front and centre. Within six months, we unveiled DataPROTECT and BackupASSURE — unique solutions that have been gaining traction ever since, delivering real value to us and our customers. We were so encouraged by the results that we invited Digital Pivot back this year for a new Security initiative. Their thoughtful, outcomes‑focused approach makes them a valuable partner.”

— Greg Mikkelsen, Managing Director, Securecom

Project Overview: WDHB SCBU mobile Application

Category: Personal Testimony

Offering: Rapid Prototyping

“Doug was a key part of the team assisting with Rapid Prototyping a solution using Design Thinking facilitation for the Pepi project concerned with “How can we deliver an improved, safe experience for parents with infants discharged with feeding tubes while alleviating inpatient resource demands.” It was great working with Doug particularly his passion for the process and ability to work with the myriad of stakeholders the people made the project a delight. I would recommend Doug to assist with Healthcare Digital initiatives as his facilitation skills were invaluable.”

— Maneesh Deva, General Paediatrician – Health New Zealand

Project Overview: Digital Transformation Current State Assessment

Category: Business Testimony

Offering: Digital Transformation

“Digital Pivot expertly led our ICT current‑state assessment in 2024, delivering a clear consolidated review that became the cornerstone of our FY26–28 IT Strategy and Roadmap. Over three months, their insights into infrastructure health, cybersecurity, application dependencies and cost‑efficiency were delivered professionally and with precision. Their structured workshops and current‑state analysis gave us the confidence to proceed with the transformation rollout. Digital Pivot’s contribution was essential in preparing key risks and initiatives—enabling us to move forward decisively. A trusted partner for any organisation embarking on digital transformation planning.”

— Andrew McPherson, CIO, SkyCity Group

Project Overview: Enterprise Professional Services Automation Implementation

Category: Personal Testimony

Offering: Disruptive Challenger Insight Selling

“I had the privilege of working with Doug Johnstone during a pivotal Enterprise PSA implementation. As Sales Director I led this multi‑million dollar opportunity, and Doug’s disruptive Challenger Insight Selling expertise was absolutely instrumental. His ability to identify overlooked customer challenges and reframe them around our unique value proposition enabled us to displace an incumbent supplier in a 10,000‑staff environment. Doug not only taught us how to disrupt the customer buying journey but also delivered practical insights that directly secured the win. His work ethic, strategic thinking and deep experience in complex B2B cloud sales make him a standout recommendee.

— Daniel Jurczyszyn, Sales Director

Project Overview: Enterprise Google Workspace Migration

Category: Personal Testimony

Offering: Disruptive Challenger Insight Selling

“As Sales Director leading the Google Workspace migration for a 5,000‑staff enterprise, I saw firsthand Doug’s mastery of disruptive Challenger insight selling. He helped us displace an incumbent provider—even without prior relationship—and secure a multi‑million‑dollar professional services engagement. Through Doug’s expert insight work, we uncovered overlooked customer truths and reshaped their buying journey, anchoring our unique value. It was a textbook Challenger success. Doug’s work ethic, strategic acuity and real‑world sales intelligence were invaluable to our win. I strongly recommend Doug—any organisation aiming for breakthrough success in complex B2B tech sales will benefit greatly.”

— Ivan Sanchez, Sales Director

Project Overview: TotalCARE Flex Offering Pivot

Category: Business Testimony

Offering: Offering Pivot

“In 2024, Securecom engaged Digital Pivot to reimagine our traditional managed services offering. Facing a highly competitive landscape, we adopted Digital Pivot’s Offering Pivot Framework to develop TotalCARE Flex. Their customer‑centric process, led by an experienced practitioner, involved all stakeholders and delivered outstanding results. Within three months, we had successfully repositioned our TotalCARE offering, with a new approach (TotalCARE Flex) that met the needs of a changing market. The updated model has directly contributed to two significant multi‑year managed services wins. We’re thrilled with Digital Pivot’s practical, outcome‑driven approach.”

— Greg Mikkelsen, Managing Director, Securecom.

Project Overview: Global Salesforce CRM Implementation

Category: Personal Testimony

Offering: Disruptive Challenger Insight Selling

“I had the pleasure of working with Doug Johnstone during a complex global Salesforce CRM implementation. Doug brought deep expertise in Challenger Insight Selling and GTM Techniques, helping us shift from a price-checked vendor to winning the deal through disruptive insight. His ability to reframe the customer’s thinking and link our unique value to their unmet needs was game-changing. Doug’s approach directly influenced our success in securing a multi-region rollout. He is strategic, professional, and outcome-driven. I highly recommend Doug to any organisation needing to win competitive B2B cloud deals through insight-led selling.”

—Franck Ridon, Sales Director

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