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Collaborated with client to interpret Salesforce insights and conclude that a hybrid offering was needed to protect market share from cloud competitors.  Used Salesforce to launch hybrid offering and retain key accounts.

Built Salesforce Solution to Improve IT Firm’s Revenue & Retention

Problem

IT hardware client was losing business to cloud competitors and needed to reverse the trend.  Lacked the advanced analytics to determine the appropriate offer, target market, seller skills, and coverage model.

Approach

Refined Offering –

Utilized Salesforce data to analyze purchasing trends.  Proved that many customers were seeking a hybrid environment because they liked the flexibility & CAPEX savings of the cloud, but also appreciated the control offered by owning hardware.  Built a product mix dashboard that enabled the client to create an effective hybrid offer.

Seller Effectiveness –

Built seller performance analysis tool to support new hybrid offer.  Worked with client leaders to glean key insights. Determined that the best legacy hardware sellers should be retained and underutilized sales support resources should be replaced with cloud specialists who would sell alongside legacy hardware team.  This drove cross-pollination of skills and differentiated the firm to clients who sought expert advice on hybrid solutions.

Segmentation –

Assessed customer segments on a more granular level.  Built tiers in Salesforce to categorize customers based on cloud opportunity and churn risk.

Coverage –

Analyzed and remapped Salesforce account coverage to better support hybrid go-to-market.  Deployed cloud resources to the accounts that showed the most rapid evolution to the cloud.  Left existing hardware sellers attached to top accounts to protect relationships.

Results

+1000 New Cloud Clients
98% Retention of Hardware Revenue

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