The Case Study: The Challenge Now a leading supplier of storage systems for enterprise customers, our client’s growth was initially fueled by the dotcom explosion. As the business environment changed, our client needed to shift their business efforts to a much larger market – enterprise storage. With the enormous explosion of data in the enterprise, storage had become a high percentage of every CIO’s IT budget and a very strategic, executive level decision. The business environment for enterprise selling is much more complex requiring different business needs of the customers and a higher level of skill sets of the sales and marketing organization. The skill sets of the sales force needed to be elevated in order to manage high level, complex sales campaigns. A common language and process b

Join for free to read