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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

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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 roadmap 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.

RESULTS IN THREE MONTHS:

  • 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

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APS HQ LOCATION, STREETSBORO, OH

IBM - A Fortune 50 Global Technology Company Embraces Social Selling

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SITUATION: When IBM’s CEO announced a strategic initiative to integrate social selling with existing practices globally across selling teams, outside expertise was needed to get it right.

SOLUTION: IBM’s VP of Sales chose Reality Works Group to analyze the best strategies and implementation plans to develop the new model and introduce social selling to key sales leaders in the field. Reality Works Group provided outside-the-company expertise and perspective on building a best-performing, next generation sales organization.

RESULTS:

  • Return on investment in 6 months
  • More than 3x return in first year
  • More than 90% Digital Sales team adoption of new social selling practices in 6 months

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IBM HQ LOCATION, ARMONK, NY

Ivanti – A Cyber-Security and IT Solution Provider Transforms its Go-to-Market Model for Revenue Growth

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SITUATION: Ivanti wanted to accelerate revenue growth and transform its go-to-market model to serve smaller customers more effectively. In addition, their private equity firm set rigorous EBITDA and other financial targets that had to be met.

SOLUTION: Ivanti’s Chief Revenue Officer, Mitch Rowe, selected Reality Works Group to design and implement a global next generation marketing, sales and customer success model, based on their criteria: knowledge, trust, experience and credibility.

RESULTS:

  • More than 7x return on investment in the first year; return on investment in 120 days
  • New SMB sales team generated 28% of North America revenue and 78% of transactions in 120 days
  • Revenue to cost ratio of 10:1 in 9 months

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IVANTI HQ LOCATION, SOUTH JORDAN, UTAH

Microsoft - A F50 Technology Company Modernizes its Sales Model to include a Global Next-Generation Sales Organization

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SITUATION: Microsoft was exploring the opportunity to transform and modernize its sales model from multiple, inconsistent, outsourced inside sales solutions to a centralized, in-house digital selling capability.

SOLUTION: Senior leadership assembled an in-house task force and chose Reality Works Group to provide objective, third-party expertise and perspective on building a best-performing, next generation sales organization.

RESULTS:

  • Business plan including competitive and industry trends completed in 3 months
  • Senior Leadership Team expanded scope from North America to Global
  • Return on investment in first year

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MICROSOFT HQ BUILDING 83, REDMOND, WA

Sway Ventures – A US-Based Venture Capital Firm Invests in Go-to-Market and Inside Sales Design for Start-Ups

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SITUATION: Sway Ventures needed experts to help develop a new go-to-market strategy and business plan for their start-up portfolio client’s new product line in the IoT space.

SOLUTION: Reality Works Group brought the CEO, CFO, heads of strategy, product, marketing, field and inside sales together to review and create a go-to-market plan, including the design of a new inside sales team. The plan covered organizational design, talent, compensation and tools/ technology, as well as a budget and financial model for anticipated revenue per headcount and return based on their qualitative and quantitative data.

RESULTS:

  • Business plan and aspirational sales model designed and approved in 3 months
  • 30-day and 60-day action plans developed
  • Longer-term maturity model and recommendations delivered in 3 months

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SWAY VENTURES, SAN FRANCISCO, CA

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
  • JUCCCE
  • 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
  • SERENA
  • 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
  • VEEAM
  • 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