Sales and Channel Management
How we can help..
Our approach is, to begin with, the lean redefinition of the end customer, sometimes just a different categorization. Sales transformations also mean a closer look at the channels we use and the back-office operations that support these efforts, as the customers' landscape is changing rapidly. We address specific challenges in go-to-market strategy, sales-force effectiveness, key account management, and other relevant areas. Our team consists of 4 partners and associate partners, and a broader affiliated group of more than 20 senior practitioners worldwide.
What we do
Our approach extends from quick targeted interventions that unlock value e.g., improving a client’s key-account management program, building a successful drawdown deal, or simply x-growth in ARR, to more holistic sales transformations focused on architecture, execution, and skill-building opportunities across the client's entire go-to-market model:
1. Granular growth – We have often seen that every company with a dispersed customer base gets a boost if they fine-grained their customers' by geography, industry segment, and offerings to find the hidden pockets of growth
2. Return on sales investments – Cutting sales costs without losing revenue is both art and science. We work on a collaborative approach that helps companies gain transparency on the performance of their route-to-market mix.
3. Align sales within an omnichannel world – Technology has proven to be the answer where some companies have struggled to keep NPA scores in an acceptable range.
4. Building the high-performing salesforce – We help build necessary skills in the organization by providing innovative, hands-on programs that include performance dialogues, train-the-trainer capability building,