Dealmaker TAS Opportunity and AccountManagement – Customer Success
Customer Success Stories    Fortune 15 company – The TAS Group standardizes Account Planning &    Opportunity Management p...
Customer Success Stories      NASDAQ 10 company - The TAS Group Designs and Implements      customer’s Solution Sales Proc...
Customer success stories     EMEA Region of Fortune 100 company - The TAS Group     Implements a Sales Effectiveness Progr...
Customer Success Stories    US division of Fortune 100 company - The TAS Group Delivers Account    Planning & Opportunity ...
Customer success stories    Scandinavian country result for Fortune 100 company - The TAS Group    Deploys Sales Methodolo...
Customer Success Snapshots     • Global IT security company:         • Enterprise Selling Program, workshop activity      ...
Customer Success Snapshots    • Global IT company:       • Target Account Selling Program       • Moved from 3-5% of custo...
Upcoming SlideShare
Loading in …5
×

Dealmaker TAS Opportunity and Account Management Customer Success

1,539 views
1,334 views

Published on

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,539
On SlideShare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
27
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Dealmaker TAS Opportunity and Account Management Customer Success

  1. 1. Dealmaker TAS Opportunity and AccountManagement – Customer Success
  2. 2. Customer Success Stories Fortune 15 company – The TAS Group standardizes Account Planning & Opportunity Management processes • Goal : increase global sales effectiveness • Incorporated TTG’s Implementation Architecture, based on best practices of change management • Delivered ‘Management Alignment’ workshops to 600 sales managers at 3 levels • Rolled out TTG’s sales methodologies to nearly 15,000 sales reps • Implementation of initiative continuous throughout 3 consecutive years of project lifespan • Results: • Use of the TTG’s process helped identify $1.8B in pipeline Yr 1; $4.2B in Yr 2; $2.5B in Yr 3 • $14M in revenue attributed to TTG’s process in Yr 1 $69M in Yr 2; $21M in Yr 3 • Over 90% of sales managers polled regularly reinforce the process and have seen changes in sales reps behaviors due to the training2 © The TAS Group 2009
  3. 3. Customer Success Stories NASDAQ 10 company - The TAS Group Designs and Implements customer’s Solution Sales Process • Goal: global sales effectiveness initiative • Transformation from transactional to solution selling model • Incorporated TTG’s Implementation Architecture, based on best practices of change management • Rolled out TTG’s sales methodologies to 5,000 sales reps • Implementation of initiative continuous throughout year • Results: • Use of the TTG’s process helped identify 2,916 new opportunities and $2.7B pipeline in Yr 1 of project • $180M closed attributed to TTG’s process for $6M investment over FY02: $30 for each $1 invested • Over 90% of users report moderate to high satisfaction3 © The TAS Group 2009
  4. 4. Customer success stories EMEA Region of Fortune 100 company - The TAS Group Implements a Sales Effectiveness Program that included People, Process and Technology • Goal: Improve effectiveness of the Direct Sales Force • Results: • Increased Win Rate - 3.5% increase within 3 quarters • Increased visibility into a more accurate pipeline • Earlier exit of low quality opportunities • Increased Average Deal Size - 26% increase within 3 quarters • Improved access to opportunity data across lines of business • Improved prioritization and resource allocation • Improved ability to sell higher in the customer value chain4 © The TAS Group 2009
  5. 5. Customer Success Stories US division of Fortune 100 company - The TAS Group Delivers Account Planning & Opportunity Management Processes for US division • Goal: regional sales effectiveness improvement • Dedicated US sales initiative began in Summer 2005 • Incorporated TTG’s ESP and TAS methodologies in a concentrated format • Rolled out TTG’s sales methodologies to nearly 400 US sales reps and mgrs • Implementation of initiative set the stage for successful account planning initiative in FY07 • Results: • Use of the TTG’s process helped identify $700M in new pipeline opportunities for Elite Accounts • While actual revenue attributed to the initiative was not calculated it was over $10M in FY06 • Feedback was positive from both sales executives and sales managers regarding value of the tools, team collaboration, and potential future revenue increases due to the training5 © The TAS Group 2009
  6. 6. Customer success stories Scandinavian country result for Fortune 100 company - The TAS Group Deploys Sales Methodologies to Support CRM Initiative • Goals: • Ensure pipeline visibility and enable managers to assist in closing more deals • Smarter investment of time and dollars • Improve forecast accuracy • Grow the revenue • Results: • ESP maps used to identify 250 new initiatives representing $200M in potential business • Use of the ESP process contributed to 25% increase in account revenue • Average deal size for won deals increased over 60% • Value of abandoned deals late in the sales cycle decreased significantly6 © The TAS Group 2009
  7. 7. Customer Success Snapshots • Global IT security company: • Enterprise Selling Program, workshop activity • Marketplace size increased 96% from $17.6m to $34.5m • Global telco: • Target Account Selling Program • Order size averaged 37% higher for high TAS users over low TAS users • 45% increase in 6 sales employee attributes • Global IT company: • Create & Win Program, workshop activity • 68% of opportunities brought to workshop were won • 76% of additional opportunities were won • 12.5% of opportunities were withdrawn • 235 opportunities created, worth $195m. 26% of respondents said Create & Win significantly contributed to these wins7 © The TAS Group 2009
  8. 8. Customer Success Snapshots • Global IT company: • Target Account Selling Program • Moved from 3-5% of customer spend to 7-9% of customer spend • Global IT company: • Enterprise Selling Program, workshop activity • 3 key account planning sessions, opportunities increased from 137 to 700 • Global IT company: • Enterprise Selling Program • Pre-ESP, opportunities stood at less than $100m • Post-ESP and 9 months on, opportunities stood at over $400m8 © The TAS Group 2009

×