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. No proven expertise on staff for building or expanding modern sales teams.
  2. 2. Can’t hire a full time employee or team fast enough.
  3. 3. Need additional senior expert resources to accelerate results.
  4. 4. See value in an outside the company, industry-wide 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

Attributor - A web-monitoring anti-piracy solution company

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

Sungevity - An innovative home solar systems company

The Challenge: In an industry characterized by a high-cost, labor-intensive sales model that is logo_CS_Sungevitynot especially customer friendly, Sungevity, a start-up, wanted to find a better way to sell home solar systems – better for the customer and themselves.  The typical sales process goes like this: Customer schedules an appointment; sales rep travels to the customer’s home to do a roof  inspection; customer waits weeks for a quote; sales rep uses high-pressure tactics, feeling a sense of urgency to close the sale to cover the high cost of the process.

The Solution: Sungevity implemented an innovative, cost effective, customer-centric inside sales model with help from Reality Works Group. No appointment. No roof inspection. No travel. No waiting. Using satellite technology and aerial images, they deliver a custom online quote within hours of inquiry and close the deal over the phone. This lower-cost process allows them to pass on savings to the customer and eliminates the need for high-pressure sales tactics. It’s a win-win for the customer and Sungevity.

The Result

  • In four months, we built and trained a team of 15 solar sales consultants who nearly tripled their sales goal in their first month on quota
  • The team has out-performed its sales targets every month since
  • Sungevity, which continues to innovate, is now in the #2 spot in home solar in California

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
  • 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
  • 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
  • Forte/Sun
  • Fortify
  • Good Technology
  • The Grossman Group
  • Headhunter.net/CareerBuilder
  • Hewlett Packard
  • Hyperion/Oracle
  • i2 Inc.
  • IBM
  • Icarian/Workstream
  • Illustra/IBM
  • iMetric
  • InfoBright
  • 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
  • Legato/EMC
  • LindenLabs
  • LivePerson
  • Luminate/EMC
  • 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
  • OQO
  • Oracle
  • OrbitalData/Citrix
  • OuterBay/HP
  • PacketDesign
  • Persistence/Progress
  • PhatPipes
  • Pivotal/CDC Software
  • Portera/Exigen
  • PostX/IronPort/Cisco
  • Prolifics
  • ProSites
  • Quarterdeck/Symantec
  • Quest/Dell
  • Rational Software/IBM
  • Ravenflow
  • Realization
  • Remedy Interactive
  • Remedy/BMC
  • 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
  • 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
  • YouSendIt
  • Zend Technologies
  • Zenprise