Telecommunications
Industry Situation
The telecommunications industry continues to shift from voice to video communications. As a result, the sales cycle is also transforming from a transactional sales model with IT buyers, to a solution sales model with business buyers. With these new market opportunities, competition also intensifies, especially at the top end of the market.Client Situation
AGI’s client had limited visibility into the revenue potential of current and prospective accounts’ total telecommunications needs. With insufficient data to qualify territory potential, many sales resources focused on unprofitable accounts.
Key Issues
The client asked AGI to assist with the following tasks:
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Identify target verticals and specific companies with a high propensity to buy. |
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Quantify the sales potential by account and collectively by territory assignments. |
AGI Solutions
AGI built a database of 10,000 target companies worldwide. We determined key criteria driving telecommunications purchases (number of knowledge workers, company size, gross margin, dispersion of employees, growth trends, etc.) to calculate the sales potential estimation for each account. Based on existing territories, our consultants analyzed the account sales potential to evaluate coverage and penetration by seller. AGI also designed an on-going management process to track sales conversion results and refresh the target list annually.
Outcomes
As a result of this engagement, the client had quantifiable data to support key account distribution and territory definitions. The client used the sales penetration estimates to make coverage decisions within each geography, based on the incremental revenue opportunity. Our findings refined the target lists for key account sellers and created a prioritized prospect list for territory sellers and inside sales. These initiatives led to an increase in sales by 8%.