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.
Defining Growth Focus
Identify the markets and segments that represent the highest commercial return. Magnus structures the where-to-play decision so commercial energy goes where it will compound.
Explore Defining Growth Focus →Strategic Account Management
Turn your highest-value accounts into structured growth programmes. Built to convert priority relationships into predictable, scalable revenue.
Explore Strategic Account Management →Commercial Gap Analysis: Magnify
A structured diagnostic that surfaces the gaps limiting commercial performance. Priority segments, competitive position and the levers most likely to move the number.
Explore Commercial Gap Analysis →More like this.
Magnus designed and embedded a Strategic Account Growth Accelerator across five business units, creating a £214m priority pipeline. A repeatable system to win strategic enterprise accounts.
Read the growth story →
Magnus embedded Magnitude intelligence across the commercial function, aligning account selection, content, and campaign activity to how enterprise buyers in AI, Data and S/4HANA actually behave. The programme delivered a 63:1 return on investment and set a new benchmark across the group.
Read the growth story →Entering a new market or segment after an acquisition?
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