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    PROJECTS

    B2B Proposition and Packaging Design

    Develop high-value propositions and pricing structures that meet client needs and maximise enterprise revenue.

    • Market and customer analysis to identify B2B audience segments and value drivers.
    • Proposition design that aligns pricing, packaging and client outcomes.
    • Benchmarking of competitor models to define differentiation and opportunity.
    • Business case development to support investment and go-to-market decisions.
    • Roadmap for proposition testing, validation and rollout.

    Sales and Prospecting Strategy

    Improve B2B acquisition and conversion with data-led prospecting, pipeline design and sales enablement.

    • Funnel analysis to identify bottlenecks across lead generation and qualification.
    • Targeting and segmentation strategy to focus resources on high-potential accounts.
    • Sales process optimisation and playbook design for consistent performance.
    • CRM and data integration to improve visibility and reporting across teams.
    • Roadmap for sales activation and measurable pipeline growth.
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    Account Management and Retention

    Strengthen renewal performance and unlock expansion opportunities across enterprise clients.

    • Account segmentation to prioritise high-value and high-potential clients.
    • Engagement models and governance structures to enhance client relationships.
    • Renewal and upsell frameworks based on usage data and customer insight.
    • Retention metrics and dashboards to track performance and satisfaction.
    • Roadmap for embedding account management best practices across teams.

    OUR EXPERTS

    Adriana Whiteley
    Director
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    Adriana Whiteley
    Director

    Adriana is a Director at FT Strategies. She has over 25 years experience in media and telecoms consulting, especially in the areas of M&A, opportunity assessment, and product strategy.

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    George Adelman
    Director
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    George Adelman
    Director

    George has over a decade of experience in strategy consulting and in-house advisory. Leading strategy development, service design and digital transformation teams, he has advised senior leadership across both the public and private sectors.

    He has an ACII and a Masters from the London School of Economics.

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    Lisa MacLeod
    Director
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    Lisa MacLeod
    Director

    Lisa has over 25 years of experience in print-to-digital transformation, most notably at the Financial Times where she led newsroom operations, was an Assistant Editor and Managing Editor, Associate Editor and Head of Operations for FT.com. She led group-wide digital transformation projects at both of South Africa’s biggest publishers, Tiso Blackstar (now Arena Holdings) and Naspers’s 24.com.

    Lisa is a former Vice President of the World Association of News Publishers, advisor and coach with Women in News, a board member of the World Editors Forum, Leader in Residence at the University of Lancashire and a mentor with the Journalism Innovation Leaders faculty.

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    Lettie Debenham
    Senior Manager
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    Lettie Debenham
    Senior Manager

    Lettie is a Senior Manager at FT Strategies. She has over 10 years of experience in management consulting and in-house strategy, with previous roles at L.E.K. Consulting and Bulb Energy. She has worked across consumer and media industries, helping companies achieve their growth ambitions, enter into new markets and launch new products and services.

     

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    OUR IMPACT

    Developing a clear subscriber strategy to double B2B subscribers

    A leading French financial newspaper saw a major opportunity to grow its B2B revenue but needed a clear strategy to capture market share and scale effectively.

    FT Strategies partnered with the publisher to design a roadmap for B2B monetisation, drawing on the Financial Times’ own experience of building a world-class enterprise business. Through a series of workshops and in-depth analysis we helped the client refine its proposition, pricing and customer engagement model while benchmarking performance against global best practice.

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    FEATURED INSIGHTS

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