Make the approach more concrete than the ambition
Make transformation tangible by explaining the business challenges the consultancy will tackle, how collaboration works and what benefits buyers can expect. The IBM Garage launch campaign stressed how its consultancy model removed some of the risks from digital transformation: agile collaboration applied to a rolling series of individual business challenges. IBM Garage brought IBM experts and client leaders together, using modern design techniques and IBM technology to solve specific problems.
For a consultancy launch, explain the practical changes buyers will undertake, articulate their immediate benefits and describe a manageable route to achieving them. Transformation requires consensus among people who may bring resistance, doubt or inertia, so the launch story needs to address more than the ambition of its sponsors.
Grant Thornton reported in 2025 that cross-industry business technology decision-makers planned technology add-ons or upgrades rather than complete system overhauls by more than a 2-to-1 margin.
Sources: How to Succeed at Digital Transformation: Influence Many Different People, IBM Garage: Account-Based Marketing Campaign