A large technology company needed to find a new channel strategy to fit the market need
A sales unit was missing a way to make solid business decisions based on solid fact-based recommendations.
An IT services company needed to improve its sales pipeline management to enhance planning accuracy.
The company needed to adjust its channel strategy due to changed competitive situation.
Through carefully examining the situation and assessing alternative scenarios, an appropriate way forward was determined.
Results included improved channel economics, more stable channel management and improved understanding of the channel to make informed day-to-day decisions to optimize channel performance.
The sales unit of a large organization was facing a challenging business situation. Organization was missing a structured way of making decisions, and when the decisions finally were made, it was often too late and based on gut.
The solution was to build a set of tools and practices to understand the environment, communicate the understanding through the organization, and agree on the ways in which decisions would be made.
As a result, the unit was able to more quickly make informed fact-based decisions, freed up time for execution, and resulted in improved engagement as everyone had a shared understanding of what, when and why a specific decision was made. Furthermore, having a structured way to arrive at the decisions through documented assumptions, iterating and adjusting decisions based on changing assumptions became straightforward and transparent.
The IT services company had experienced healthy growth over the past years, but was experiencing difficulty in understanding matching resourcing with sales pipeline.
The sales process was clarified, documented and translated into a sales management tool.
As a result, the company was able to significantly improve its forecasting accuracy and consequently its resource planning.
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