The company needed to obtain best practices and benchmarks across key sales operating mechanisms, such as sales policies, forecasting and business intelligence. They also desired a consistent and repeatable sales process framework for each of their unique media and technology businesses.
To assist the client, the Alexander Group (AGI) conducted interviews and workshops to assess current state sales processes and design future state improvements. AGI developed a media opportunity management process to align sales activities against various customer segments and to accommodate different motions, including IO, online and programmatic.
AGI also surveyed its other clients with similar business models to capture real-world examples and success stories the client could utilize. Through this process, AGI co-created a new forecasting methodology outlining key steps including dependencies and responsible parties.
Since the assessments and new processes were created, the client: