| Need |
For a large hardware manufacturer, sales reps were not identifying qualified leads or generating interest in vertical industries for solutions offered by its software application partners. |
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| Solution |
D+A developed sales guides, solution briefs, presentations, and other marketing materials that enabled sales reps and their partner sales reps to identify qualified leads and generate interest in the partners’ vertical solutions. |
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| Success Factors |
Key success factors were:
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Interviewing key stakeholders at all levels in the organization |
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Determining the best sales process and team orchestration |
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Collecting best practices worldwide from high performers |
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Delivering with aggressive timeframe |
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| Result |
The customer achieved these results:
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Such high demand of the guide by sales reps that the sales manager could not keep the guide in stock |
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Other division adopted the creation and development of the sales guides for their partner organizations |
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