Profile: Global Services Organization within Fortune 100 IT Distributor
Go-to-Market Alignment Driving Revenue
Profile:
Fortune 500 VAR/MSP
Problem:
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Vertical revenue growth was flat
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Initiatives had low conversion
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Marketing and Sales teams focused on vendor-driven content and product features
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Sales and marketing were extremely siloed
Solution:
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Increased marketing and sales collaboration – acted as one team with same goals
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Developed buyer personas for each vertical
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Created content strategy aligned to buyer personas and market drivers
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Created marketing and sales campaigns with new positioning
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Adjusted sales training to align to new approach
Results:
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Increased pipeline by 281% in 6 months and 364% year-over-year
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Closed 93% of annual revenue goal in 6 months
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74% of 300+ sales and marketing professionals saw improved collaboration
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89% of the same group saw improved communication
"From extensive, personal experience, I can attest that MJ will help any organization (regardless of how complex) close the chasms that invariably exist between sales, marketing, and target customers. I heartily recommend her to any organization committed to driving change across its sales & marketing culture or external market presence."
- Director of Sales