Learn how we helped this leading supply chain technology company redesign their sales territories efficiently to reflect their new GTM strategy and create equity in their sales team.
The Challenge
Our client, a leading supply chain technology company, was updating their go-to-market strategy and needed their territories to reflect these changes.
With a quick approaching deadline, they needed support in carving new patches effectively in anticipation of doubling the size of their global sales team in the next year.
The Solution
Lean Layer crafted a comprehensive strategy for equitable account distribution, developing a unique solution that included creating territories based on geography, industry, and segment, and introducing an "Ultimate Parent" hierarchy for improved account management. This approach minimized disruption during the transition.
The Approach
Our strategy was multifaceted, addressing both the technological and operational needs of the client:
- Equitable Account Distribution: After collaborating with sales management on their list of requested accounts, we modeled a few methods to create territories and outlined the potential disruption of each option. Once we aligned on the best option, we carved out patches based on geography, industry and segment to ensure an equitable distribution of customers and prospects.
- Ultimate Parent Hierarchy: Identified “Ultimate Parent” accounts for each account hierarchy and created a field to manage ownership of the entire hierarchy. Subsidiaries and regional offices were then manually re-assigned where strategically required.
- Disruption Analysis: Prepared analysis on expected level of disruption with account ownership changes, open opportunities and upcoming renewals which were no longer in a rep’s patch. Reps were given a list of accounts in their new patch, accounts temporarily owned by the previous owner and their own holdovers.
- Rules of Engagement and Exception Management: Defined ROE for holdovers of open opportunities and upcoming renewals. Gathered exception requests for holdovers to be reviewed and approved by the VP of RevOps and CRO.
- Territories Loaded: Territories were uploaded separately into a new “Territory” field to decouple an account’s final patch and temporary account owners. This allows for account ownership to be easily updated once the transition period is complete or when new hires start.
The Results
The redefined territories enabled our client to efficiently manage their ambitious sales team expansion, setting the stage for significant business scaling in the upcoming year. This initiative:
- Completed within a 5-week timeframe, readying the sales team for the new fiscal year.
- Created 37 equitable territories, minimizing disruption to sales operations.
- Identified 2,732 Ultimate Parent Hierarchies, ensuring clear account ownership and streamlined management.
Lean Layer's strategic territory realignment for significantly streamlined our client's sales processes, enabling the company to double its sales team without increasing operational complexity.
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