Johnson Controls SPORTS AND ENTERTAINMENT BIZ DEV

PROBLEM - in 2015, Johnson Controls - a global, market leader in building technologies - merged with Tyco and explored several organic opportunities to drive incremental growth post-merger. Sports and entertainment emerged as a vertical market ripe for growth based on market trends, however, Johnson Controls needed support to better understand the landscape and build a potential go-to market plan, which did not exist prior.

SOLUTION - after conducting a thorough brand immersion with Johnson Controls global and BSNA senior leadership team, Zach developed the organization’s first-ever sports and entertainment vertical market strategic plan. The integrated sales and marketing model was focused on the creation of building purposeful, integrated B2B partnerships where Johnson Controls would sponsor the property in exchange for receiving fair market, commensurate design, construction and/or service scopes of work.

As the initial scopes of work were being executed, Johnson Controls would leverage the platform as a vehicle to showcase its technologies and solutions while simultaneously stimulating incremental new sales and brand building efforts. Upon approval of the strategic plan, Zach supported the brand’s brand building and business development efforts across sports and entertainment, selling the organization’s building technologies and solutions to C-level decision makers and activating the sponsorship assets.

ROI - from 2015 to 2021, Zach secured near ten-figures in new, unrealized gross revenue tied to new, iconic mixed-use stadium or arena projects or significant renovations of existing owned buildings. Average deal size in the vertical was over 1,000% higher than prior benchmarks and became the largest North American vertical market.