Resources

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We align your sales process with your customers’ decision making process.
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TELECOM CASE STUDY

From $273M to over $7B? The ARRIS story is quite a story.

The Challenge:

ARRIS is a global communications technology company specializing in IP technologies that support broadband services for residential and business customers. They needed a process for quickly integrating new sales organizations, launching new products, and cross-selling/up-selling strategic accounts. They found the solution with Kodiak.

The Solution:

Since 2008, we have led many strategic projects including building a scalable sales process, leadership coaching tools, sales messaging playbooks for key solutions, account planning sessions, skill development programs and integration processes post acquisition of Motorola|Google Home ($2.3B) and Pace PLC ($2.6B).

The Kodiak Impact:

ARRIS has credited us with helping them grow their revenue on an annual basis of over 30% since 2008. ARRIS has expanded the depth and breadth of their key account relationships and has become the market leader in key product categories. Over that time ARRIS’ revenue has increased from $273M to $7B+.

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FINANCIAL TECH CASE STUDY

No sales infrastructure for Q2ebanking? No problem for Kodiak.

The Challenge:

Q2ebanking (QTWO) is a $108M online banking software provider to financial institutions across the U.S. When they came to Kodiak, they had no sales infrastructure to effectively scale their sales organization. Also, they had no consistent approach to winning new accounts and no formal process for account management, renewals and cross-sales. Basically, they gave us a blank sheet to work with.

The Solution:

We launched a series of process and messaging initiatives to improve the effectiveness of their sales team. Key elements include a New Business Sales Process, a Customer Engagement Process, a Sales Leadership System, and a Digital Banking Messaging Program. Basically, we created a sales infrastructure that would keep up with their rapid growth.

The Kodiak Impact:

In just 3 years, Q2e’s sales organization has quadrupled. Since partnering with Kodiak, they’ve experienced over 40% growth year over year. In 2015, they had a successful IPO. Other key accomplishments include signing 12 Tier 1 banks in the last 12 months vs. 1 in the entire history of the company.

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MANUFACTURING CASE STUDY

We helped Carlton-Bates transform salespeople into strategic consultants.

The Challenge:

Carlton-Bates is a national distributor of electronic and electromechanical parts targeted to the Original Equipment Manufacturing (OEM) market. Carlton-Bates had implemented a consultative sales process and introduced Value-Added offerings to their portfolio yet their sales organization had not consistently engaged their Strategic Accounts in a more consultative and strategic manner. The transformation they were looking for started with the Kodiak Group.

The Solution:

Kodiak Group created a Competitive Advantage Messaging program that enables the Carlton-Bates sales team to identify their Strategic Accounts, engage executives in a differentiated conversation unlike any distributor in the industry, and through the messaging process, connect CBC’s value-add solutions to the customer’s business problems.

The Kodiak Impact:

In the first 12 months, Carlton-Bates has seen pipeline growth of over $30M in Strategic Accounts and $8M in incremental new business, and improved margin growth.

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TECHNOLOGY CASE STUDY

We helped Time Warner Cable become the #1 Field Sales Team in the country for the first time ever.

The Challenge:

Time Warner Cable Business Class is a leading provider of communications technology and cloud services to the business segment. Time Warner engaged Kodiak to take a sales team of transactional sellers and develop a repeatable sales process that would guide them on how to have a business conversation with C-level executives rather than a telecom conversation within IT.

The Solution:

Kodiak Group designed a program tailored specifically for TWC’s sales team. The program included elements of research and call planning, discovery, and leading an interactive executive-level meeting. The program culminated in an Executive Sales Conversation Framework that allows for flexibility and customized for each customer meeting, yet a consistent approach and message to the market.

The Kodiak Impact:

The results from the program are impressive. The region that piloted the program , finished as the #1 Field Sales Team in the country for the first time ever. They doubled the number of winners achieving Sales Club from the previous year. And the results have continued into 2016. The program has been adopted company-wide and is being launched across the new Charter Communications Spectrum business sales organization.

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HEALTHCARE CASE STUDY

We helped Oleen Pinnacle market themselves for acquisition by Cumberland Consulting Group.

The Challenge:

In January 2015, Oleen Pinnacle Healthcare Consulting is a national IT consulting company for both healthcare payers and providers. Oleen lacked a consistent corporate message and a documented sales process to manage new opportunities and acquire new clients.

The Solution:

Kodiak Group facilitated the development of an Oleen Pinnacle Sales Execution Playbook consisting of a new corporate message, executive value proposition, and a new client acquisition sales process. In addition, the program included associated sales tools, call plans, scripts and Salesforce.com integration and pipeline reporting.

The Kodiak Impact:

Having a systematic and scalable approach to new client development documented was an instrumental component in the marketing of their firm. Less than a year after the launch of the program, Oleen Pinnacle was acquired by the Cumberland Consulting Group.

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We align your sales process with your customers’ decision making process.
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“Kodiak Group did an outstanding job of leading our sales and marketing teams in the development of our new corporate message. They have remained closely engaged with our sales team to ensure that our new message is resonating with our clients, differentiating us against our competitors, and leading to larger deals. ”

– VP and GM, Carlton-Bates (a WESCO company)