Industry: Internet Security
Revenue: $8 million
Location: Seattle, WA

The client is a network security consulting firm, needing to transform its sales structure and culture to focus the next company growth engine, generating revenue from consulting services. Additionally our client company needed to clearly define each staff member’s role in revenue generation and evaluate staff against these new roles.

The Business Situation
Founded in the 1990’s, the market around the internet, hosting/outsourcing, security, along with the move from product to services was rapidly developing, with few standards. The client desired to build a significant regional presence, associated revenue stream, business processes & resulting strong business valuation, with the intent to be acquired. The sales team was made up of 15-20 direct sales reps with little leadership, structure, or defined metrics.

The OneAccord Solution
OneAccord Corp. delivered our Revenue Re-Alignment services in which we guided the organization through the design and implementation of a comprehensive sales and re-engineered organizational, created new roles, position definitions, metrics and recommendations for new compensation structures. OneAccord Corp. helped to define authority and accountability to revenue generation, define a sales strategy and assisted team members and management in execution.

Engagement Highlights

• Development of a comprehensive Revenue Generation Structure
• Clearly defined roles and responsibilities
• Defined accountability to results
• Tools for measuring critical activity
• Field tested manual
• Internal sales training process
• Creation of an inside sales team partnered with a direct enterprise level group
• Channel Partnerships developed
• Improved revenue generation

Results
Over the 3 year project, moving from project based work to Interim Sales Leadership, there was a significant increase in the critical sales activities, including cold calls, building industry relationships, channel partnerships, and targeted account acquisition.

One Accord solutions guided the client in the building of a scalable sales foundation, leading to the desired valuation and eventual strategic acquisition of the company.