Loading... (0%)

It’s All about our Clients’ Success

Our clients include CEOs, senior executives and leaders in sales, marketing and service who work at some of the largest companies in the world, as well as fast-growing funded start-ups and mid-size companies. We’ve worked with companies in a diverse set of industries: technology, healthcare, clean energy, education, financial services, and manufacturing.

They choose to work with us for a variety of reasons, including:

  1. 1. Can’t hire a full time employee or team fast enough.
  2. 2. Need additional senior expert resources to increase bandwidth and accelerate results.
  3. 3. See value in an external industry-wide, objective perspective.

Our clients have one thing in common: they recognize that to be competitive in today’s market with today’s buyers, selling strategies and organizations must continually evolve to meet customer needs.

Our Clients Say it Best

Client Showcase

Automated Packaging Systems - A 50-Year-Old Manufacturing Company Digitally Transforms Sales


SITUATION: In addition to product innovation, Automated Packaging Systems recognized an opportunity to create a competitive advantage in the traditional packaging industry through the digital transformation of its sales strategy.

SOLUTION: Reality Works Group provided expertise and a best-practice road-map to identify, objectively hire and compensate the best-fit candidates. The new reps were empowered to succeed with thorough on-boarding training which included process, messaging and a framework for measurement.


  • Business plan designed and approved
  • Staffed and trained Sales Development and Inside Sales teams; developed on-boarding training plan
  • Established base-line metrics, Inside Sales Playbook framework, sales process and systems —all to ensure measurable results




IBM - A Fortune 50 global technology company

The Challenge: In 2012 IBM’s clients were shifting many of their conversations to social media such as LinkedIn, Google+ and many other social platforms. This meant there was a significant client opportunity in which IBM was not engaging. IBM did not have a social media strategy that involved their sales reps.

The Solution: IBM asked Reality Works Group to help build a framework the company could implement globally in IBM’s Digital Sales group (IBM’s Inside Sales team.)  When IBM introduced social selling to the executive sales leaders, they asked for our help articulating the business case. IBM also worked with Reality Works Group to identify the best opportunities for IBM’s inside sellers and defined scalable social selling practices for different inside sales roles, including lead development reps, SMB territory reps, product specialists and major accounts reps.  With feedback on the business case and a scaleable plan, we implemented pilot programs in three of IBM’s largest clients.

The Result: Within 6 months, we proved the business case :identified over $150M of opportunity using social media analytics, defined and integrated social practices into into lead development and inside client rep roles and began global deployment of the social selling practices. IBM Inside Sales continues to refine and refocus as the company sees clients utilizing different social tools. Bruce Church, former IBM VP says, ” Reality Works group was instrumental in helping us build, test and articulate the business case that led to IBM’s global deployment of social selling practices.”

Attributor - A web-monitoring anti-piracy solution company, acquired by Digimarc

The Challenge: Though a veteran of inside sales, when Attributor’s  CEO stepped logo_CS_Attributorup to lead the fledgling company, he wanted to avoid the mistake made by many startups — ramping up sales efforts without fully understanding their market or their customers. He wondered if he had the right customer-product fit, a repeatable sales process, the right model — should it be direct/field sales or just inside sales — how should he price the  product? What he wanted and needed was real data so he could make intelligent decision about his sales strategy.

The Solution: He hired Reality Works Group to implement a pilot program to help him understand his market and customers, and to test the feasibility of using an inside — or other — sales model. He recognized that a pilot would answer his questions, without spending a lot of investor money or wasting valuable time. Our team came in, rapidly set up an efficient sales process, then quickly tested a number of hypotheses and combinations of phone and Web approaches.

The Result

  • Learned that the fastest track to revenue was selling to the newspaper market.
  • By year end, Attributor had sales or commitments with 80% of US newspapers.

Citrix Online - The category growth leader in web conferencing

The Challenge: Citrix Online already had an inside sales team of 60 reps when they asked for help to accelerate productivity. They asked us to assess their sales model and strategy, with a goal of increasing revenue while reducing costs. Right up our alley!

The Solution: Based on our assessment and recommendations, we implemented the following changes: restructured the inside sales team with more clearly defined roles and responsibilities, implemented a hunter and farmer approach, as well as structured targeted prospecting 2.0. We defined and implemented a call/email/social model, rolled-out and trained the inside sales team, and drove results based on activity and key performance indicators.

The Result

  • At the end of year one, sales were up 12%
  • Team productivity was up 15%
  • Headcount was down 17%

Informatica - A data integration software and services company

The Challenge: Already a successful global sales organization in the enterprise software logo_CS_Informaticaspace, Informatica was looking to further increase sales productivity.  Their goal? To gain sales capacity without adding head count.

The Solution: They chose to embrace Sales 2.0, letting data drive their productivity, and reached out to us to coach and guide them through the process. We assessed their current sales strategy and field/inside sales alignment, tested their sales development and inside sales functions, applying our Sales 2.0 Scorecard to rate their use of industry best practices. Then we implemented our recommendations — realigned market segments, applied new sales processes and introduced key performance indicators. Now they know their cost per lead, cost per opportunity and track overall marketing spend.

The Result

  • Sales increased 40% per territory in the first year
  • Informatica continues to use our Sales 2.0 Scorecard to identify key areas where they can further improve and drive still better results

MySQL - The “world’s most popular” open source database company, acquired by Oracle

The Challenge: Marketing was generating a high volume of inbound leads.  Sales was touching logo_CS_MySQLless than 10% of them, resulting in a lack of marketing ROI.  When we arrived on the scene, the Client Success Manager discovered that the marketing programs were not attracting the right market.  There was a lack of sales process, tools and key performance indicators.

The Solution:  We developed an integrated sales and marketing strategy to capture the right kind of leads, build a pipeline, improve lead follow-up, and measure marketing ROI.  Using process and technology, we prioritized the flow of inbound responses to touch those in the target market first, identified lead flow that was driving low average deal size, implemented lead process flow with automated lead nurturing and scoring, aligned lead routing based on ideal target profiles and implemented key performance indicators to measure marketing ROI.

The Result

  • Within the first quarter, the sales pipeline was brimming with new, qualified opportunities — lead-to-opportunity conversion rate doubled
  • Average deal size increased by 18%
  • Using our initial inside sales blueprint, MySQL built and grew a Worldwide Volume Sales Team that closed 30% of annual company revenue
  • The sales and marketing machine, with its state-of-the art lead routing, scoring and conversion analytics, delivered predictable results that captured the attention of Sun Microsystems, who bought MySQL for over $1 billion

Partial Client List

From enterprise software giants to entrepreneurs, our client list covers a cross-section of industries.

  • Accellion
  • Activant
  • Act-On Software
  • Adaptec
  • Addamark/SenSage
  • Align Technologies
  • All Covered
  • Allocity/EMC
  • Altiris/Symantec
  • Amdahl/Fujitsu
  • Apple
  • Aruba Networks
  • AskYourTargetMarket
  • Aspect
  • Atomz/WebSide Story
  • Attributor
  • Aurigin/MicroPatent
  • Automated Packaging Systems
  • Avocent
  • BackWeb
  • BEA/Oracle
  • Before The Call
  • Bersin & Associates
  • BigFix
  • Biz360
  • BlueArc
  • Borland/MicroFocus
  • Breach Security
  • Brightware/Firepond
  • Brio/Hyperion
  • Brocade
  • BroadVision
  • BuildSite
  • Business Objects/SAP
  • Cassatt
  • Caw Networks/Spirent
  • Celequest/Cognos/IBM
  • Cedar Fair Entertainment
  • Certain Software
  • Cisco
  • Citrix Systems
  • CitrixOnline
  • Clarify/AmDocs
  • ClosedLoop/Lawson
  • Comnetix
  • Connect/PeopleSoft
  • Constant Contact
  • Constellar/DataMirror
  • Corefino
  • Corporate Visions
  • Couchbase
  • Covalent
  • Cox Communications
  • Coyote Logistics
  • CubeTree
  • Dantz Development
  • DataFlux
  • Dell
  • Demandbase
  • Diffusion/Vignette
  • Digital Insight/Intuit
  • Documentum/EMC2
  • E.piphany/Infor CRM
  • Eloquent/OpenText
  • EMI Financial
  • Enkata Technologies
  • ePeople
  • Esurg
  • Everdream/Dell
  • EveryPath
  • Evoke Software
  • Evolve/Primavera
  • ExpenseWire
  • Extensity/GEAC
  • Extricity/Peregrine
  • FaceTime
  • FICO
  • FieldID/Master Lock
  • FileMaker
  • FileNET/IBM
  • FirstRain
  • Fiserv
  • Forte/Sun
  • Fortify
  • Good Technology
  • The Grossman Group
  • Headhunter.net/CareerBuilder
  • Hewlett Packard
  • Hyperion/Oracle
  • i2 Inc.
  • IBM
  • Icarian/Workstream
  • Illustra/IBM
  • iMetric
  • InfoBright
  • Infor
  • Informatica
  • Informix/IBM
  • Insightsoftware.com
  • Instill/iTradeNetwork
  • Intacct
  • Intershop
  • Interwise/AT&T
  • Intransa
  • Intruvert/McAfee
  • Inxight/BusinessObjects/SAP
  • IronKey
  • JavaSoft/Sun
  • Kana Communications
  • Keas
  • Keynote
  • Landesk/Ivanti
  • Legato/EMC
  • LindenLabs
  • LivePerson
  • LRNG
  • Luminate/EMC
  • MacServices/GlassLab Games
  • MCN Healthcare
  • MarketFirst/Pivotal
  • Mercury Interactive/HP
  • Microsoft
  • Mirapoint
  • ModusLink
  • MySQL/Sun Microsystems
  • Narus
  • Nationwide Boiler
  • NCircle
  • NetApp
  • Netline
  • NetScreen/Juniper Networks
  • Network Associates/McAfee
  • Network General/Netscout
  • NeXT/Apple
  • Ninth House Inc.
  • One Legal
  • OpenVision/Veritas/Symantec
  • OpusCapita
  • OQO
  • Oracle
  • OrbitalData/Citrix
  • OuterBay/HP
  • PacketDesign
  • Panduit
  • Persistence/Progress
  • PhatPipes
  • Pivotal/CDC Software
  • PokitDok
  • Portera/Exigen
  • PostX/IronPort/Cisco
  • Prolifics
  • ProSites
  • Quarterdeck/Symantec
  • Quest/Dell
  • Rational Software/IBM
  • Ravenflow
  • Realization
  • REC Solar
  • Remedy/BMC
  • Remedy Interactive
  • RightNow Technology
  • Sana Security/AVG
  • SAP
  • SatMetrix
  • Scene7/Adobe
  • Schneider Electric
  • Scopus/Siebel/Oracle
  • SeeBeyond/Sun
  • SendMail
  • Sigaba/Proofpoint
  • Siperian/Informatica
  • SkySQL
  • SleepyCat Software/Oracle
  • Social Media Today
  • StorOne
  • SuccessFactors/SAP
  • SugarSync
  • Sungard
  • Sungevity
  • Sybase/SAP
  • Tablus/EMC/RSA Security
  • Tealeaf Technology
  • Televerde
  • Teradata
  • Teros/Citrix
  • Tidal Software/Cisco
  • TomTom
  • TradeCard
  • Tumbleweed Software
  • Unify
  • Upshot/Siebel/Oracle
  • ValiCert/Tumbleweed
  • Vantive/PeopleSoft/Oracle
  • VeriSign/PayPal
  • Verity/Autonomy
  • Viasoft/ASG Software
  • View Central/Rainmaker Systems
  • VigLink
  • VMWare
  • Walldata/NetManage
  • White Pajama/Contactual
  • Workcare
  • Workspot
  • YouSendIt
  • Yubico
  • Zend Technologies
  • Zenprise