NetApp
The pioneer of the “network appliance”– a dedicated, specialized product that performs a single network function
The Challenge: NetApp had just transitioned from a reseller distribution model to a direct sales strategy. Two months later, revenues were falling far short of goals. Their new sales reps had no pipeline and were losing ground on quota. Moreover, these relatively expensive field resources were spending time cold calling to generate leads and were following up on unqualified trade show and seminar leads.
The Solution: Hire Reality Works to launch an inside sales organization that would reduce the cost of developing qualified leads and improve field sales’ productivity. We developed a blueprint, or business plan, that clearly defined revenue goals, territory definition, field/inside sales rep responsibilities, infrastructure requirements and processes. Our engagement manager stepped in as acting Sales Development Manager and built the proposed inside sales organization from the ground up.
The Result
- At the end of six months, the new Sales Development department was responsible for producing 200 attended sales calls and 25% of US revenues
- Three years later, the group had grown by 300%, and was responsible for 67% of US revenues
