Dealmaker TAS Opportunity and Account Management Customer Success

Dealmaker TAS Opportunity and Account Management – Customer Success

© The TAS Group 20092

Customer Success Stories

• Goal : increase global sales effectiveness

• Incorporated TTG’s Implementation Architecture, based on best practices of change management

• Delivered ‘Management Alignment’ workshops to 600 sales managers at 3 levels

• Rolled out TTG’s sales methodologies to nearly 15,000 sales reps

• Implementation of initiative continuous throughout 3 consecutive years of project lifespan

• Results:

• Use of the TTG’s process helped identify $1.8B in pipeline Yr 1; $4.2B in Yr 2; $2.5B in Yr 3

• $14M in revenue attributed to TTG’s process in Yr 1 $69M in Yr 2; $21M in Yr 3

• Over 90% of sales managers polled regularly reinforce the process and have seen changes in sales reps behaviors due to the training

Fortune 15 company – The TAS Group standardizes Account Planning & Opportunity Management processes



• Goal: global sales effectiveness initiative

• Transformation from transactional to solution selling model

• Incorporated TTG’s Implementation Architecture, based on best practices of change management

• Rolled out TTG’s sales methodologies to 5,000 sales reps

• Implementation of initiative continuous throughout year

• Results:

• Use of the TTG’s process helped identify 2,916 new opportunities and $2.7B pipeline in Yr 1 of project

• $180M closed attributed to TTG’s process for $6M investment over FY02: $30 for each $1 invested

• Over 90% of users report moderate to high satisfaction

NASDAQ 10 company - The TAS Group Designs and Implements customer’s Solution Sales Process


Customer success stories

• Goal: Improve effectiveness of the Direct Sales Force

• Results:

• Increased Win Rate - 3.5% increase within 3 quarters

• Increased visibility into a more accurate pipeline

• Earlier exit of low quality opportunities

• Increased Average Deal Size - 26% increase within 3 quarters

• Improved access to opportunity data across lines of business

• Improved prioritization and resource allocation

• Improved ability to sell higher in the customer value chain

EMEA Region of Fortune 100 company - The TAS Group Implements a Sales Effectiveness Program that included People, Process and Technology



• Goal: regional sales effectiveness improvement

• Dedicated US sales initiative began in Summer 2005

• Incorporated TTG’s ESP and TAS methodologies in a concentrated format

• Rolled out TTG’s sales methodologies to nearly 400 US sales reps and mgrs

• Implementation of initiative set the stage for successful account planning initiative in FY07

• Results:

• Use of the TTG’s process helped identify $700M in new pipeline opportunities for Elite Accounts

• While actual revenue attributed to the initiative was not calculated it was over $10M in FY06

• Feedback was positive from both sales executives and sales managers regarding value of the tools, team collaboration, and potential future revenue increases due to the training

US division of Fortune 100 company - The TAS Group Delivers Account Planning & Opportunity Management Processes for US division


Customer success stories

• Goals:

• Ensure pipeline visibility and enable managers to assist in closing more deals

• Smarter investment of time and dollars

• Improve forecast accuracy

• Grow the revenue

• Results:

• ESP maps used to identify 250 new initiatives representing $200M in potential business

• Use of the ESP process contributed to 25% increase in account revenue

• Average deal size for won deals increased over 60%

• Value of abandoned deals late in the sales cycle decreased significantly

Scandinavian country result for Fortune 100 company - The TAS Group Deploys Sales Methodologies to Support CRM Initiative


Customer Success Snapshots

• Global IT security company:

• Enterprise Selling Program, workshop activity

• Marketplace size increased 96% from $17.6m to $34.5m

• Global telco:

• Target Account Selling Program

• Order size averaged 37% higher for high TAS users over low TAS users

• 45% increase in 6 sales employee attributes

• Global IT company:

• Create & Win Program, workshop activity

• 68% of opportunities brought to workshop were won

• 76% of additional opportunities were won

• 12.5% of opportunities were withdrawn

• 235 opportunities created, worth $195m. 26% of respondents said Create & Win significantly contributed to these wins


Customer Success Snapshots


• Target Account Selling Program

• Moved from 3-5% of customer spend to 7-9% of customer spend


• Enterprise Selling Program, workshop activity

• 3 key account planning sessions, opportunities increased from 137 to 700


• Enterprise Selling Program

• Pre-ESP, opportunities stood at less than $100m

• Post-ESP and 9 months on, opportunities stood at over $400m

Dealmaker TAS Opportunity and Account Management Customer Success

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