Case Study: Top 3 Global Engineering, Manufacturing & Distribution Company
Challenge
In the midst of a recession and declining market, the company was struggling to meet key sales objectives.
Approach
Following a comprehensive assessment, we set out to optimize the firm’s Sales, Marketing, and Engineering organizations; restructure company-wide processes; and identify account targets. By creating and implementing a new Sales strategy, our objectives were to win >30 new enterprise accounts and grow revenue by >20% within 12 months. To achieve these goals, we worked with the client to:
Identify and hire exceptional talent with strong relationships at target accounts.
Create and deploy new Sales and Marketing strategic account plans and an incentive strategy to target and reward new business development.
Deploy field engineering resources to target design wins for products that were available for production.
Utilize advanced analytics to create new marketing and sales reporting processes capable of providing a daily ‘pulse’ of progress to plans.
Outcome
Client successfully added 48 new customers from its key target list to expand revenue by >$200M in the first 12 months—a stark contrast to the industry’s 8% drop in sales in the same period—and expanded margins for North and South America.
Global Semiconductor Company
Professional Services Firm
