Multiple acquisitions had diluted the organizational focus. Combined with increasing number of competitors, the marketplace was becoming more fragmented and the company was losing share.
New product innovation offered opportunity for growth, but competitive pressures threatened to reduce overall impact.
OUR APPROACH
Overall strategic planning and go-to-market development market forecasting, organizational strategy, geographic strategy, sales force integration, business process, CRM implementation, and customer segmentation.
Led cross-functional team responsible for designing and implementing new sales channel (org, processes, comp model, tools & templates).
Built account targeting strategy focused on key vertical markets and target named accounts. Aligned organization across sales, marketing and events.
Provided interim CMO support for Global division.
Key account management plan focused on ‘land and expand’ in key global accounts.
THE RESULT
Stabilized and reversed revenue growth after three years of consecutive decline.
Introduction of new vertical market offering that resulted in exponential growth.
