High Tech Hardware

Industry Situation

In the technology sector, shifts in customer purchasing habits and company makeup drastically changed sales strategy. While a point product focus was previously best practice, the aforementioned changes created the need to shift to architectural/solution selling. 
 

Client Situation

A leading high technology company’s System Engineer (SE) organization did not align with the corporation’s technology portfolio and evolving customer/partner needs. Furthermore, inconsistent world-wide coverage strategies and definitions of the SE role hindered transparency and created unnecessary organizational complexity.
 

Key Issues

The company asked AGI’s team to address the following issues: 

	Clarify world-wide SE roles, coverage strategies, and career development.
	Increase customer value by refocusing sales strategy on solution/architecture selling.
	Increase productivity and organizational ROI.

AGI Solutions

AGI set out to understand the client’s go-to-market strategy and identify alignment shortcomings in the current coverage model. Through analysis and field insights, AGI identified the need for specialized roles, adding Customer, Vertical, and Domain Architects to the SE organization. 
 

Outcomes

The new worldwide coverage model aligned with customer and architectural sales requirements. Through our solution, AGI’s client improved productivity by: reducing time spent on unqualified deals and post sales activities, eliminating eight-legged sales calls, and facilitating the inclusion of the right SE resource given the sales situation. The result also led to a reduction in required headcount and a 4% reduction in cost of sales.