Technology: Redesigning a Sales Organization

By: Tim Meuschke Revenue Growth Strategy, Sales Coverage, Sales Strategy, Sales Transformation, Technology Sales

A leading technology company in content delivery faced challenges successfully delivering their growth objectives. The company needed to focus on new logo acquisitions–Identify and Land of the ILAER framework (see Figure 1 below). Optimizing their go-to-customer model was essential in closing the gap between current and aspirational growth.

Figure 1

 

In this case study, Alexander Group assessed the current situation and recommended sales strategy changes to align the company to the market.

Listen to the video which provides an overview of what AGI recommended. First, the company’s coverage model needed to change. Additionally, two issues required solutions : 1) underperforming new bookings and net new logos (at :25 in video below) and 2) unequal major account responsibilities–sales and service in a kind of Wild West approach did not have clear rules of engagement which resulted in unequal customer experiences (at :45 in the video). Finally, a third work stream included an assessment of the company’s current Customer Success pilot. Alexander Group discovered unequal experience resulted in loss of additional revenue.

Start the complete video below to hear about the company’s successful transformation.

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Tim Meuschke

Tim Meuschke is a manager in the New York office. Tim has management consulting experience working with clients across multiple industries including media, manufacturing, industrial products, life sciences and professional services.


Prior to joining the Alexander Group, Tim was a senior consultant at Capgemini Consulting where he focused on strategy and transformation engagements. Tim has also worked in sales as a vertical account manager, selling solutions to major OEMs to increase machine productivity in various industries including packaging, mobile equipment, renewable energy, material handling and specialty machine builders. Tim has nine years of direct sales experience. Tim holds an MBA from the Kellogg School of Management at Northwestern University, and a B.S. in Industrial Engineering at Purdue University.


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