Situation
Traditional and Target Customers craving innovation from Company, beyond traditional market offers
Current organizational structure overly complex—too hard to coordinate resources to work with Customers to grow their businesses in new and different ways
Evolve from transactional sales into value-based relationships, from product to relationship selling
Meet short- and long-term customer needs while providing mutually valuable opportunities to engage the customer over the long term
Alliancesphere Approach
Getting the Customer Sales and Engagement Model “right”
Current-state baseline and gap analysis
New and enhanced role definitions
Role mapping to Customer lifecycle management
Refining the Sales and Specialists Coverage model across Customer Segments (by BU, Industry)
Creating education for first-line stakeholders impacted by Sales and Engagement Model changes
Managing implementation and execution of the Model in a phased manner through FY1H
