Business Improvement Opportunities

Lead Management

  • Develop centralized approach for consistency & scale
  • Establish targeted marketing with tailored messaging
  • Generate demand via marketing

Sales Management

  • Establish clear value propositions for opportunities
  • Confirm that customer realizes value
  • Plan & manage important accounts

Partner Management

  • Work with partners to make new business models & gain required capability
  • Establish long-term partner relationships
  • Enhance partner value proposition


  • Implement the one team approach including Enterprise Sales, Channel Sales, Solution Team an&d Category Management
  • No formal RTM allocation process in place in assigning objectives & then tracking, taking appropriate actions
  • Implement lead qualification & routing process with assistance of inside sales through to partners
  • Lack of a formal segmentation process in effect to determine target(s) for demand generation
  • No repeatable processes or vendors to nurture, score qualify or route leads
  • Develop comprehensive lead nurturing & reporting infrastructure & process
  • Marketing programs are not well coordinated between stakeholders
  • Implement formal end customer segmentation
  • Adopt TASMF Lead Management processes
  • Marketing pipeline is insufficient


  • We understand end customer needs & value drivers while clearly developing & articulate NetBusiness's end customer value proposition
  • Enterprise sales reps lack highly credible personal value statement when calling on end customers (big negative impact)
  • Through TASMF deployment sessions, KEY actions or solutions are defined to shorten the gaps
  • Improved productivity in closure via opportunity assessments & end customer value assessments
  • Expanded enterprise account management will become industry aligned via a hybrid model
  • Sales force “box sells” vs. a true solution focus sell with differentiated business value
  • Lack of a consistent end to end sales management/cadence process
  • Lack of end customer focus on needs & value drivers
  • Implementing best of breed TASMF process
  • Sales pipeline is currently inadequate


  • Today’s partner program primarily focused on a sales incentive for a limited sub-set NOT on developing strategic long term partners focused on bringing total value to company
  • Develop & deploy a new Partner Program with comprehensive enablement benefits & a priority focus on solution enriching partners
  • Implement inside sales coverage on those resellers beneath the top tier
  • New resellers strategy & upgrading existing resellers performance
  • Company channel reps buried in low value administrative work
  • Focused recruiting efforts being established to insure success
  • Projected volumes shortfalls requires pro-active actions
  • More accountability needed for sales volumes
  • Little visibility into partner pipeline
  • Set, Review, & Enforce targets