How to accelerate your sales pipeline through scalable pre-sales change management.

Global Cloud Provider Pre-sales Program Accelerator (A Jarther+ Case Study)

Here’s the challenge:

This multi-national cloud computing company noticed a deceleration in client decision making to migrate to the cloud, leading to a calcification of their sales pipeline. While some of the customer issues were raised as technical concerns, the underlying factors were concerns about future skills and job security.

Although our client had a suite of change management offerings, these were more applicable after the decision to migrate to the cloud. Jarther+ were engaged to help the team develop a shorter, sharper change-management intervention to be used in the pre-sales environment to accelerate their cloud decision-making.

Here’s our response:

Jarther+ engaged key stakeholders from the sales and product teams to fully understand customer resistance. We then identified the organisations current change management projects and assets and compared them to global best practice. Jarther+ then collaborated with a range to experts design a blueprint of the change readiness program.

This included a series of pre-sales assets, partner enablement materials and a short change management workshop, as well as a pilot program to test and refine the approach.

Jarther has led several digital transformation initiatives for clients during his tenure as an IBM consultant. Additionally, his experience as a CMO and as a CEO for a Salesforce partner gives Jarther a deep understanding of how to drive and manage change within both the sales process and the wider organisation.

More importantly, here are the impacts:

The pilot workshop has since been rolled out throughout the client organisation and their partner network, with several deals accelerated, as well as at-risk deals recovered.

Talk to Jarther+ about how we can help accelerate your sales pipelines through bespoke, scalable, pre-sales envisioning and change management.