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
•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
•Talent Factory
Nexenta
Software Defined Storage
PROBLEM
•Revenue scale model
•Talent recruitment
SOLUTION
•Customized sales team
•Channel development
•Talent development
RESULTS
•500+ opportunities,
•$12MM closed won
•$4.3MM pipeline
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