Silver Category Solutions
|Silver solutions||When you need it||Primary Process||Deliverables|
|Demand generation / Go-to-Market strategy||Inadequate leads. Slow Revenue. New offering||Marketing Audit. ARRC analysis. PENCILS model||Audit Report. Demand strategy. Action Plan|
|Sales forecasting / Sales stage planning||Inaccurate forecasts.
|Audit current method.
Diagnose weak links
|Appropriate technique and new tools & templates|
|Rationalization of Business development costs||Rising BD Costs.
|Effectiveness and Profitability analysis||Revised Cost Plan / Budget|
|Account Planning / Account management||Dwindling wallet share.
Rising service cost
|Account Management plan.
|Motivation / Reward & Recognition||Slow Sales. Low drive and motivation||Performance metrics audit.
|Metrics and Controls||Current ones are not effective indicators of business and individual performance||Gap Analysis (As is and To be analysis)||New/Revised Metrics and Scorecard|
|Org structure and Comp Plan||Communication gap. Suboptimal performance. Low team motivation||Efficiency audit. Interface audit||New Org structure and Comp Plan|
Gold Category Solutions
|Gold solutions||When you need it||Primary Process||Deliverable|
|Sales growth / Go-to-market Strategy / Thought Leadership||Slow revenue. Low market share. Rise in costs. Price pressure. New offering.||Marketing Audit. SWOT & ARRC analysis. 6R analysis, PENCILS model, Brand building, BDEX360||Strategy, Revenue model, Action plan, Battle card, Channel plan, Tools, Templates, Metrics, Inventory checklist, Cash flow, Scorecard|
|Sales Process and Productivity improvement||Slow growth. Long Sales cycle. Low conversion. Suboptimal channels. Poor performing product line or geography. High Account servicing cost||Task Environment Audit. Process Audit. Profitability analysis, 3rd party tool suitability (CRM etc.)||Sales stage planning, Communication Guideline, Action plan, Forecast Tools, Templates, Metrics, Scorecard. Account plan.3rd party tool (CRM etc.) implementation|
|Skills improvement||Facing issues with Cold calling, Negotiations, Objection handling, Sales closures etc.||Training||Training material|
Platinum Category Solutions
|Platinum solution||When you need it||Primary Process||Deliverable|
|Revenue and Profitability Growth||Slow growth. Poor customer satisfaction. Long Sales cycle. Low conversion. Suboptimal channels. Poor performing product line or geography. Rise in cost. Loss of market. New offering.||SAGE framework and ADVICE methodology. Marketing Audit. BDEX360, Opp360+, SaleX model. SWOT & ARRC analysis. Brand building. 6R analysis, Profitability analysis. PENCILS model. 3rd party tool suitability (CRM etc.)||Strategy, Revenue model, Action plan, Battle card, Channel plan, Forecast Tools, Templates, Sales stage planning, Metrics, Scorecard. Account plan. Communication guideline. Budget. Cash flow. Training. 3rd party tool (CRM etc.) implementation.|