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Technology

Territory Optimization Increases Sales Productivity

Opportunity:

A $600 million privately held software company had recently been acquired by a private equity firm that expected their new acquisition to double its growth rate. The VP of Sales noted that sales people were inefficiently crisscrossing the US to cover their accounts and that employee turnover in the sales team was approaching 40%.

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Enabling Emerging Market Growth Through ‘Fast-Cycle’ Organization Design

Opportunity:

The Finance function within a global technology company’s India business unit faced significant operational challenges. Recent growth in the India market strained already inefficient and manual business processes and systems. Leadership dissatisfaction with function performance reached a tipping point when performance began to limit growth. The Country President and Global Head of International Finance asked Axiom to evaluate the function’s organization design and determine changes necessary to:

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Leveraging Capability to Achieve Higher Growth and Profitability

Opportunity:

When the $300mm division of a global technology company kept missing its top- and bottom-line objectives, the new General Manager recognized that traditional cost-cutting and restructuring would be insufficient to deliver sustainable and profitable growth. A radical change in business strategy and organization design was needed to ensure the division’s long-term success.

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Keeping the Sales Force Focused on Revenue

Opportunity:

Friction between sales management and the field sales force isn’t uncommon but when the entire small business division of a major telecom company was underperforming, swift action was required. A lack of trust, low morale, and a sales comp plan perceived as unfair needed to be addressed. If they weren’t, management knew that sales targets would be missed and next year’s business plans would not be reliable.

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Developing a More Effective Salesforce

Opportunity:

Forty-two percent turnover in their front line sales team was costing a $6 billion high tech firm $30 million annually and hobbling sales growth. But in order to meet its growth objectives the company knew that had to add an additional 650 salespeople – and get them productive quickly.

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Improved Sales Operations Drives Growth

Opportunity:

A $500 million privately held software company had recently been acquired by a private equity firm that expected their new acquisition to double its growth rate. The sales force of 200 was characterized by high turnover, a disproportionate volume of sales driven by a few star performers, outdated account ownership rules and a lack of understanding of the true revenue potential in their markets.

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