Clients

Metamorphose
 

Syscap PLC

SyscapSales Recruitment and Training
IT Finance and Leasing

"The Syscap Academy is unique within the IT finance sales environment. It has been designed to help us create a new benchmark for forward-thinking sales training and development that will be recognised throughout our industry. Above all we will ensure that Syscap continues to set the standard in the provision of IT finance. Metamorphose has been an integral part in the development and delivery of the Academy. We couldn't have put this fantastic scheme in place without them."

Visit the Syscap Academy

The Client

Syscap plc is the UK's leading independent IT finance and leasing provider. The company works in partnership with IT manufacturers, ISVs and IT services suppliers to structure intelligent financial solutions that help its clients to fulfil IT requirements. 

Founded in 1990, Syscap provides tailored solutions for individual market needs, including education, professional services, manufacturing, construction, banking and finance and retail sectors. Its goal is to provide clients with a flexible, cost effective means of facilitating business growth and maintaining competitive advantage. 

Syscap finance solutions enable organisations to acquire the IT infrastructure they need when they need it, keeping pace with technological innovations without traditional budgetary constraints. The company employs over 100 people across the UK and Europe and has annual revenues in excess of £100 million. 

The Challenge

Recruitment was costing Syscap a six-figure sum every year, and staff turnover had an unquantified but significant impact on the company's ability to make sales. As a forward-thinking company, Syscap recognised that a critical success factor for the future of the company would be the design and implementation of an integrated recruitment and training strategy. This would strengthen the sales force, increase staff retention and provide a vehicle for continuous professional development. With this in mind, Syscap's Sales Director Philip White began planning the Syscap Academy, a unique programme designed to train and retain a world-class sales force.

To achieve White's vision, Syscap began searching for a partner who could work with the business in this crucial area and after detailed consultations selected Metamorphose International to deliver on the following objectives:

  • To develop a medium to long-term focused sales development programme that addresses the specific development needs of individuals.
  • To create a prestigious sales Academy that becomes recognised in the IT finance industry and beyond in raising standards in sales development.
  • To deliver through the Academy a consistency of message and culture that gets ingrained across the entire sales force.
  • To grow individuals' skills, thus enabling succession planning to take place.
  • To inject the right people into the business at Internal Account Manager level and provide the 'seedbed' for growing the sales stars of the future.
  • To challenge and motivate the sales force so that retention levels of the right people stay high.
  • To improve sales performance and increase sales revenues and margins.
The Solution

Working closely with Syscap, Metamorphose International helped realise White's vision for the Syscap Academy. The Academy delivers first class tutoring, encouraging quality and consistency within the sales training environment and offering structured career progression for sales personnel. Metamorphose also worked closely with Syscap's marketing agency, The Crocodile, who were responsible for developing a striking brand for the Syscap Academy, which runs through all its marketing literature, course materials and website.

The five-level Syscap Academy programme, which offers a career route for sales people from initial induction right through to leading their own sales team, includes modules such as winning new business, presenting with impact, managing client accounts and leading a sales team. Recruitment of new high-potential graduates into sales positions also forms part of the integrated strategy, with Metamorphose providing specialist training and coaching for their first year. After that the graduates enter the mainstream Academy at Level Two. Sean Williams, CEO of Syscap, explains:

"Most people's contact with a finance company is through its sales personnel, so the industry's reputation hangs on these points of contact. The Academy reflects this and we view its creation as great progress for the company and the finance industry as a whole."

In addition, Metamorphose gained endorsement for the Academy from The Institute of Sales and Marketing Management and all delegates completing Level Two are awarded membership of the ISMM with the use of the appropriate designatory letters after their name. Carol Pillinger, Director of Education at the Institute of Sales and Marketing Management says:

"The ISMM fully endorses the Syscap Academy and is delighted to be supporting Syscap in the development of their sales personnel."

Detailed information on the structure and content of the Academy can be found on its website at www.syscap.com/academy

The Result

The Academy had been devised and run with both corporate and individual goals in mind: Syscap has benefited from the development of a superior sales force, higher staff retention and a more consistent delivery of corporate message and customer care service. Sales personnel have gained from a more structured career progression, increased confidence, a broader skills base and closer involvement with their own development process.

During its first year of operation the Academy delivered 149 delegate days of training to a total of 101 delegates. The Academy programmes had been given an 83% overall quality evaluation by attending delegates. Through attending the appropriate Academy Levels, the ISMM awarded one delegate Associate Membership, four Membership and four Fellowship. Metamorphose had recruited, trained and coached a total of 12 new graduate sales people, only one of whom subsequently left the company - an impressive 92% retention rate. 

Philip White, Sales Director at Syscap said:

"The Syscap Academy is unique within the IT finance sales environment. It has been designed to help us create a new benchmark for forward-thinking sales training and development that will be recognised throughout our industry. Above all we will ensure that Syscap continues to set the standard in the provision of IT finance. Metamorphose has been an integral part in the development and delivery of the Academy. We couldn't have put this fantastic scheme in place without them."

The Syscap Academy was quickly noticed by external parties. In the South East heat of the 2005 National Business Awards sponsored by Orange, Syscap team-member Goula Charalambous, who was instrumental in setting up and administering the scheme, won the Bright Business award for excellence through innovation. The company has also been accredited with Investors in People status, in recognition of their systematic focus on training, development and opportunity, proof of what a huge success the Syscap Academy is.

For more information on the Syscap Academy visit the Syscap Academy microsite.

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