B2B Media Company

Situation The industry had undergone fundamental changes and our client was looking to re-organize its global sales organization to align with the new reality of their business Western European and US markets had limited growth potential, while Asia had untapped potential Average deal size had declined from $100K+ to under $12K The client was introduced […]

Global Services Firm

Situation The client had worked with our team to develop a multi-year growth strategy. This now needed to be translated into a tactical plan for the sales team in the US and Europe to execute Engagement Worked with sales leadership to define current sales processes, targets, and metrics Identified gaps in sales execution against the […]

N. American Retail Holding Company

Situation: Largest mass merchant in Canada was experiencing significant declines in margin due to competitive pressures Engagement: Retained to develop a new retail concept that had not previously existed in the market Undertook an analysis of global retail concepts to define a concept that would work in the Canadian market Completed market, consumer and competitive […]

B2B Information Services Company

Situation: Global B2B sales division of a major media company with 600+ sales personnel $800MM business which was experiencing major declines in sales Engagement: We undertook a right-sizing of the business to immediately adjust to significantly lower revenue. Eliminated 20% in costs within 5 months, net of investments in growth markets Analyzed the entire sales […]

Department Store Chain

Situation: $15bn US based department store Was looking to identify $100MM in savings in marketing to re-invest in the business Engagement: We developed a proprietary approach focused on understanding the effectiveness of individual marketing programs At a campaign level By marketing vehicle By market By offer type Results: Identified over $150MM in savings which the […]