Industry Situation

In the highly competitive global software market, leading companies constantly look for new growth opportunities. Although Enterprise accounts comprise a significant portion of sales, the small and medium business (SMB) segment represents a viable growth opportunity. In order to successfully capture market share, a proper coverage model is necessary.
 

Client Situation

This client, a Global 100 software company, had a historical inability to increase foot print in the SMB segment. To gain market share, the global SMB sales leader was given an extremely aggressive, double digit annual growth objective.
 

Key Issues

The client asked AGI to:

	Create a coverage model to drive the desired sales growth.
	Align their go-to-market strategy with market needs.

AGI Solutions

We worked with the client to create a coverage model that aligned with market opportunity, solution priorities and buying preferences. To enable the sales force to hit their revenue goals, our team devised strategies and roles for conversion selling, integrated telesales, and business partners to access new growth segments and increased coverage.

To allow the management team to monitor progress and easily address problem areas after our engagement, AGI built a system providing leading and lagging indicators of performance by segment, solution, channel and region. AGI’s consultants developed communication materials and coaching playbooks to ensure a smooth transition.
 

Outcomes

The new coverage model increased revenue by double digits, exceeding the assigned sales goal. Our client increased market share by four basis points in the mid market, growing their business with revenue from new and underpenetrated clients.