Post-acquisition Consolidation Drives Greater Revenues

Post-acquisition Consolidation Drives Greater Revenues

CHALLENGE
After a leading global IT manufacturer acquired a major company, it doubled its revenues and significantly expanded its products and services portfolio. As a result, the organization aimed to become the global leader in delivering integrated, end-to-end mobile technology solutions, but it needed help developing its new go-to-market strategy and partner program, and streamlining its sales compensation plans. The acquisition swelled the ranks of sales reps to around 1,200, with dozens of distinct compensation plans. In addition, the company’s partner ecosystem – accounting for more than 80% of revenue – included more than 50,000 registered partners with a broad range of business models.

SOLUTION
The company partnered with ZS to organize and streamline its go-to-market strategy, partner program and compensation plans. We conducted more than 50 immersion interviews to assess the company’s channel strategies, sales models and compensation plans; created an integrated partner database and garnered insights from more than 700 partners to evaluate legacy partner programs; and developed an integrated channel strategy company-wide. From there, w e designed and implemented a new global compensation plan for all sales roles. ZS also designed an integrated, global partner program customized for each region. We then co-developed and supported an 18-month rollout plan that included change management, system implementations, sales tools and training.

THE ZS IMPACT
Within eight months, the company announced a new integrated program designed to drive solutions and promote cross-selling across its product portfolio, and trained more than 1,000 customer- and partner-facing sales and marketing staff prior to launch. In three months, the company consolidated more than 70 sales compensation plans into just a handful of role-specific plans that incorporated best practices from both companies. Once the plan was in effect, quarterly sales performance exceeded expectations.