Trusted Advisor Sales Orchestration Guide | Marketing and Orchestration Playbook
Partner Account Manager Online Handbook
Marketing and Orchestration Playbook
| Need |
There was a lack of coordination (orchestration) between corporate program owners, business owners, and the field on how to sell company solutions. The result was an inability to provide a consistent message and sales process to partners and customers, which caused a longer sales cycle, lost opportunities, and decreased customer and partner satisfaction. |
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| Solution |
Prior to D+A taking on this challenge, there had been several months of failed efforts to provide a framework for team orchestration. D+A created a framework for four diverse parts of the large, worldwide team that included marketing and subsidiary planning for enterprise, mid-market, and small business. Analyzing the similar processes (best practices) for handoffs to teams and groups, D+A tailored the processes to the specific audience and business.
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| Success Factors |
Key success factors were:
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Quickly understanding the customer’s business environment and challenges |
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Working diplomatically in a highly politicized environment |
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Reducing a complex process so that it became a simple, actionable form-based process for all members of the team |
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Providing a high level view for stakeholders and the field |
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Creating a visual structure that allowed easy drill-down into detail |
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| Result |
The customer achieved these results:
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Adopted by all members of the team as a new and on-going reference tool |
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Provided an integrated approach to execution for the four parts of the team |
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Increased accountability throughout the team for all roles |
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Allowed the company to present one face to customers and partners by consistent and synergistic engagement |
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back to Process Improvement |
