Situation

A global telecommunications OEM asked Applied Value to review their sales and marketing efficiency and effectiveness. The client wanted to better understand customer requirements and opportunities for customization and to assess the product value chain.

Approach

AV analyzed sales performance using financial and operational benchmarking and internal interviews. AV mapped Sales and marketing resources and activities globally and analyzed alternatives. AV conducted an activity value analysis for central and local units and key roles and responsibilities.

Results

AV produced a new organizational set-up for sales and marketing support that supported management’s vision and helped implement a plan for improved responsiveness. The implemented plan improved performance through clear roles and responsibilities, efficient resource, and competence sharing (sales conversion time, opportunity hit rate etc.).