Enhancing the sales strategy of a global industrial software provider to enable successful growth and global expansion
Baringa supported a global B2B technology provider to embed strategic commercial decision-making within the organisation, in advance of a major merger to provide greater clarity and alignment in their operating model, plus increased rigour and confidence to their sales planning.
Baringa’s role and outcomes
Baringa helped design, build and implement a global operating model, which enabled data-driven strategic decision-making across the sales organisation, with globally-consistent sales planning and target setting.
Our finalised solution helped our client get granular market insight and understanding to infer their sales strategy, supporting sales and account planning. We designed a best practice sales operating model across channels, commercials teams and operations, a standard set of job roles and a future regional deployment model for sales teams. We also developed an end-to-end sales planning model with sophisticated capabilities to “hypothesise” outcome scenarios and cascade sales projections from the C-suite to individual sellers’ targets across the organisation.
Find out more about our work in Customer and Digital.