Teradata — Rolling Out a Global GTM Model

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

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.