USE CASES
IGNW/Google Cloud
Cloud Platform and Services
PROBLEM
•Learning curve
•Replicable ABM model
SOLUTION
•Private label team
•Data enrichment
•Partner integration
RESULTS
•$2.2MM pipeline
•9 Competitive replacement deals
•Replicable model
Eagle’s Flight
Leadership Development/Culture Transformation
PROBLEM
•Go-to-Market strategy
•Modernized ABM
SOLUTION
•Customized sales team •L&D vertical campaigns
RESULTS
•Model breakthrough + new pipeline
•91% to goal
CloudFactory
SaaS-BPS
PROBLEM
•Go-to-Market strategy
•Growth model
•Talent recruitment
SOLUTION
•Go-to-Market design
•Mentoring
•Talent development
RESULTS
•Built sales model •Recruited sales team
•Successful exit
Nexenta
Software Defined Storage
PROBLEM
•Revenue scale model
•Talent recruitment
SOLUTION
•Customized sales team
•Channel development
•Talent development
RESULTS
•500+ opportunities,
•$12MM closed won
•Successful exit
NComputing Virtualization
PROBLEM
•Go-to-Market strategy •Sales/Service team
•Channel program
SOLUTION
•Complete No. America sales channel and tech support architecture construction and general management
•Talent development
RESULTS
•$15.5MM in 36 months •Excellent customer delight scores
•Model for global expansion