How AGI Adds Value We help clients understand why customers buy. Using this insight, we identify the right sales channels and overall customer coverage model for each segment, accounting for buyer needs, channel competencies and cost.
Complexities to Consider
Sales resources are fundamentally expensive and limited; coverage models are an exercise in optimization
Selling costs and ROI vary significantly by channel, by segment
The most effective sales channels will frequently vary by segment
Multiple channels per target segment may offer efficiencies that one channel, working alone, cannot achieve
Insight Our Work Typically Provides
Segment Assignments: sales channels to deploy in each target customer segment
Performance Metrics: segment-specific metrics objectives and ROI expectations for each channel
Channel Alignment: rules of engagement and sales process collaboration guidelines
