At the Technology Professional Services Association Summit in San Diego, Stef Van Aarle, Vice President Marketing, and Phillip Rosenthal, Vice President Sales, both with Lucent Worldwide Services, shared a case study about how they addressed the gap between sales and marketing in their company.

A key piece of Lucent’s solution has been implementation of Pretium’s Value Assessment Methodology in both the sales and marketing organizations. Other (non-Pretium) initiatives that helped close the sales and marketing gap included Lucent’s Engagement Marketing process and new primary selling documents called the Customer Discussion Document and the Executive Proposal. Pretium helped develop and deliver the sales force training on how to use the Customer Discussion Document. The primary selling documents are integrated into the value assessment methodology to ensure ease of use and efficiency in the sales force.

“Having both sales and marketing take the same courses on creating customer value was something I hadn’t seen done before. I think it’s had a tremendous impact on our sales process. We get solution materials that articulate value from the customers’ point of view which saves us time.” Ron Rendiero, Director, LWS Services Sales

Results

• Marketing expense-to-revenue ratio (E:R) improved 20%
• Services sales revenue in North America has 10% year-over-year growth since implementation. (Revenue in the services business grew at twice the rate of Lucent’s growth overall.)
• Multi-vendor services business has grown from 18% - 32%

Learn more about how Pretium’s Value Assessment Methodology can help you win more business: click here

Learn more about the Technology Professional Services Association: TPSA