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Feb, 2019     

Sales transformation for changing product portfolio for a leading publisher based in USA

We redesigned the sales motion as well as roles and responsibilities for each sales type keeping the entire sales funnel from marketing, lead generation to customer success in mind.


The objective was to rearchitect the salesforce based on changing product portfolio & customer needs for a leading education publisher of print and digital content in the US.

We delivered on three key aspects:
1. Sales Model: We developed an operating model to address the changing product portfolio and customer needs. This model had a customised solution across all crosstabs of customer segments and product offerings by the client.

2. Sales Motion: We redesigned the sales motion as well as roles and responsibilities for each sales type keeping the entire sales funnel from marketing, lead generation to customer success in mind.

3. Future forecast: We forecasted that the proposed structure shall reduce overall company costs by 15% over 2 years