This use case 'example' shows Agency CEOs, Heads of BD, and CMOs how to use INSIGHT to:
- Win a first engagement with Kentico users
- Deliver quick, visible improvements on one site
- Open boardroom access with Value and Risk 'Board Language' reporting
- Create and own the organisation wide "reporting standard"
- Expand services and revenue across the digital estate
- Use evidence of capability, upgrading WordPress
INSIGHT opens doors with evidence. AiSC’s Value and Risk framing gives executives clarity, standardises reporting, and creates new revenue lines across the digital estate.
From initial reach out, to first revenue banked - evidence is key to earning clients trust, to becoming the 'digital' team member that underpins clients 'Digital Confidence"
Stage 1 / Week 0 to Week 1
Lead generation that earns the first meeting
Targeting: Use Kentico client reference sites INSIGHT to select accounts and contacts.
Approach: Email a clear service offer to address items undermining website value. Email subject line: “INSIGHT for [Company]: 3 targeted fixes, visible in 14 days.” Share ahead of the first meeting three specific areas to fix. Set expectation of visible improvement in under two weeks. Propose 3 to 5 days of focused work, initially on Experience and SEO.
Show: Where value is being lost and the commercial impact. Where exposure is rising and why leadership should care.
Outcome: A short, paid INSIGHT enabled engagement generating a new client and delivering service for one site.
Stage 2 / Week 1 to Week 2
One site
Deliver: Complete the initial piece of work on the three areas shared ahead of the first meeting. Show improvements as quick wins that are visible and measurable.
Access and visibility: Client has access to AiSC via the partner. Client can see performance on Value and Risk and the difference the corrections have made.
Context: Client had been asking the incumbent to look into issues, was not pleased with service levels, and felt ignored. New agency did the work on time and on budget and used AiSC as external verification of the service delivered.
Example, from the client: “They did the work when they said they would and for the price agreed. AiSC showed the results clearly, so we could see the improvements without debate.”
Stage 3 / Week 3 to Week 5
Expansion with the door open
Access: Boardroom door is opened. New Client wants to gain budget, support to improve online 'INSIGHT' proves the evidence needed, unquote metrics that speaks board language.
Scope input: Client provides a list of the known websites. Websites are on three platforms, with one division using an internally developed CMS from some time ago.
Request: INSIGHT is requested across 53 existing websites.
Preparation: Prepare a single summary that executives can understand at a glance using Value and Risk.
Timeline anchor: By Week 5 the new partner has opened doors using AiSC, won the initial piece of work, and secured boardroom access.
Stage 4 / Week 6 to Week 9
Reporting standardisation and first external view
Standardisation: Reporting standardisation across websites is agreed, saving the client time and distraction. Previously, differing service, reporting, and analysis were being used.
Delivery and walkthrough: Three weeks into Stage 4, INSIGHT is delivered as the first external view of the websites. Findings are walked through.
Commercials: Agency adds a new revenue line by selling INSIGHT. Two billable days added: 1.5 days to review results and 0.5 day to present to CIO, CMO, and a couple of web managers.
Findings: Overall, only the internally grown CMS is slightly underperforming. Two key country sites are not where they want them to be, creating an extra few days of work for the new agency to address what they can. One of these sites is on Kentico and one is on WordPress.
Seeding the WordPress migration conversation: Share Kentico content as a reference point: https://www.kentico.com/discover/wordpress-alternative
Stage 5 / Month 4
Cadence: New agency in touch automatically with AiSC. At least monthly walk-throughs of AiSC results.
Preparation: A business case is prepared to move the remaining six WordPress websites to Kentico to reduce overall digital operations costs.
Access: New agency is invited to present AiSC and findings to all website managers. Open access to all.
Market and partner dynamics: Conflict with the incumbent Kentico partner when the new agency announced the account win, a new site moving to Kentico, and repacking WordPress. Incumbent is dismayed they were not asked to quote.
Commercials: Updated licence revenue, migration, and new support contract.
Stage 6 / Month 6 to Month 9
Account development continues
Delivery and oversight: Incumbent increases support levels. WordPress sites are being delivered. With AiSC oversight, these sites continue to show higher ratings, mainly “B,” with one or two “A.” Client is aiming for pragmatic best capability, not perfection.
Progress on Kentico: Remaining Kentico websites are improving. Client confidence to challenge services has increased.
Contract dynamics: A couple of sticky contract point discussions, especially around compliance and the original RFP.
Longer term: Potential to request proposals to replace the internal CMS in six to nine months. New agency is confirmed as one of those invited to bid. Good chance this adds to the Kentico licence, with alternatives remaining in scope.
How to apply this as a partner
- Target Kentico users using INSIGHT to select accounts and contacts.
- Email a clear offer. Use the subject line provided.
- Share three fixes ahead of the meeting and set a two-week improvement expectation.
- Deliver the initial work on one site and show improvements in AiSC using Value and Risk.
- Ask for the full site list. Confirm platforms and request INSIGHT across the known estate.
- Agree reporting standardisation. Deliver INSIGHT as the first external view and walk through findings.
- Use monthly AiSC reviews to maintain contact and identify additional work.
- Build the business case where appropriate, using shared references when discussing alternatives.
- Present findings to the requested internal group and progress commercial steps for licence, migration, and services.
Results and commercial outcomes
- New client engagement from INSIGHT enabled outreach.
- Quick wins delivered on one site with improvements visible in AiSC.
- Boardroom access secured.
- Reporting standardised across websites.
- INSIGHT sold as a new revenue line, with added billable days for analysis and presentation.
- Licence revenue updated, migration approved, and a new support contract.
- Continued delivery across platforms with AiSC oversight and improved confidence.
Close
This path moves from evidence led outreach to visible improvements, then to boardroom access and standardised reporting, and finally to a monthly cadence with AiSC that supports licence, migration, and services. Request a sample INSIGHT overview to see how your Value and Risk can be made clear in under two weeks.
