Industry Context
Global GTM transformations are notoriously difficult. Centralized rollouts often create bottlenecks that undermine execution, frustrate sellers, and erode investor trust.
The Challenge
- Centralized GTM office created friction across theaters.
- Operational functions misaligned with local leadership.
- Deadlines slipped, execution became inconsistent.
The Aha! Insight
The problem wasn’t strategy. It was governance. Teradata needed a way to orchestrate GTM change while still allowing execution to thrive.
SBI's Approach
- Established a cross-functional Revenue Growth Office (RGO).
- Built sequenced change management to transition smoothly.
- Developed tools, frameworks, and success metrics aligned with FY22 growth plan.
- Delivered handoff documentation to embed capabilities internally.
Before vs. After
Before SBI
Central bottlenecks, theater misalignment, missed deadlines.
|
After SBI
Coordinated governance, sequenced execution, transparent metrics. |
Results
- 15% increase in seller productivity.
- 8% reduction in GTM expense.
- Fully operational RGO driving transformation.
Role-based Impact
- CEO: Reduced execution risk.
- CFO: Efficiency gains from lower GTM expense.
- CRO: Productivity lift across sellers.
- CMO: Frameworks for consistent global execution.