Streamlining Success

Streamlining Success

CHALLENGE
Growing too large too quickly can cause trouble for any company. That’s what a recent ZS client encountered when it called us in to help. The $4 billion software company partnered with ZS to improve its fragmented and inefficient go-to-market strategy—a result of making more than 150 acquisitions since its founding. Each of the company’s sales teams had different approaches to engagement, which resulted in various levels of penetration across accounts. Because of this disjointed approach, customers complained and opportunities to grow business with major accounts diminished.

SOLUTION
The company partnered with ZS to streamline its go-to-market strategy and reverse some of the damage caused by its old, fragmented approach. We worked with the company to develop a major account program that could better target specific products and services. We put governance processes in place across the program and within individual accounts, enabling a more structured approach. We also analyzed area pairings at the account level that connected the company’s customers with the prospects best suited to them. Lastly, ZS helped design and implement sales compensation standards to encourage coordinated and collaborative selling with the company’s more important offerings.

THE ZS IMPACT
After partnering with ZS, the company’s sales grew by 12%—by approximately $100 million on a $1 billion sales plan. Moreover, its forecasting accuracy reach 95%, and the company struck significant deals with new customers.