Iron Mountain: Bringing clarity on Where to play.
How Magnus helped Iron Mountain identify where to grow, build the confidence to pursue it, and create the commercial capability to win in the BPO sector.
Eight sectors in. One clear direction.
Context
Iron Mountain had a clear growth ambition in enterprise services and a strong foundation to build from. The question was not whether to grow, but where to focus commercial energy to generate the greatest return.
The Challenge
With multiple sectors showing potential, the business needed an evidence-backed way to prioritise – and then the commercial infrastructure to pursue the chosen sector with real conviction.
What Magnus Did
Magnus worked with Iron Mountain to assess eight potential sectors, identify the highest-value opportunity, and build a full go-to-market strategy for BPO – including market sizing, value proposition development, ICP definition, and a structured account growth methodology.
Impact
£3.6bn market opportunity identified. £22m in-year pipeline generated across three accounts, with further upside still to be mapped. Both the CEO and senior sales team equipped with a clear narrative and the tools to lead strategic conversations in priority BPO accounts.
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