Lack of clarity in combining sales teams
Through acquisitions, Consilio was combining three separate sales forces into one, but lacked a structured approach to revenue planning and could not afford a lack of clarity going into the new year with the combined entity.
SBI partnered with Consilio to assess their overall go-to-market strategy and guide the company in their transformation, which included account segmentation, developing sales playbooks, marketing strategy, and more.
Technology
eDiscovery, document review, risk management, and legal consulting services.
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$500M
Revenue
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5.4K
Employees
The opportunities
- Establish a data-driven revenue plan
- Required common enablement tools to align the combined sales force
- Needed a single source of truth on all accounts
- Required guidance on leading GTM practices
Results
+23%
Increase in win rateRelated capabilities / services involved
- Buyer segmentation
- Sales playbooks
- Account segmentation
- Coverage and execution plans
- Marketing strategy