Success Story - "Repositioning For Growth and Profitability" Company Description $100M Computer Services Division of Fortune 5 Firm Company Situation and Problem Flat sales and poor profitability, despite 300 person sales force, in a division selling computer maintenance contracts to small and mid-sized firms. Analysis showed unaddressed market shifts to desktop and multi-vendor services. Local competition had cost advantages; OEMs had scale advantages. Service offerings were narrow; target customers too small to justify cost of sale. Salesmen calling too low in companies too small. Sales processes inconsistent; comp plan driving undesired behavior, measurements inadequate. Paladin Actions & Recommendations Recommended strategy shift to multi-vendor, desktop maintenance, and related servic

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