Where They Were: The Challenge / Opportunity
The VP of Sales for this global technology company was faced with "information out of control" and the desire to focus the energies and results of a sales team distributed throughout the world.
Who Was Involved
We brought together sales, marketing, IT, finance, customer service, product management executives and teams, business intelligence providers, customer relationship management (CRM), enterprise resource planning (ERP) and learning management (LMS) vendors.
What We Did
Devised a solution that aggregated information from internal and external worlds; worked as a catalyst between disparate groups, brought together diverse functions into an integrated solution, trained teams around the world on new collaboration techniques.
What Were the Results
Improved sales effectiveness and results (e.g. converted two 35K leads into 800K wins), recognized for Microsoft Industry solution award, featured on Gartner Magic Quadrant, supported valuation with acquisition value to sale price of $500M, revealed disability which served as a great equalizer.