Client Success - Motorola

motorola-logo_sm

Motorola Mobility, Inc.’s portfolio includes converged mobile devices such as smartphones and tablets; wireless accessories; end-to-end video and data delivery; and management solutions, including set-tops and data-access devices.


Business Issues

  • Grow revenue
  • Impact margin

Challenges

  • Move from IT-centric product sales to business partner to line of business
  • 70% of revenues generated through partners
  • Ramping up channel partners successfully
  • Value alignment across entire organization

Visualize Solution

  • Trained sales, marketing, and management in ValueSelling
  • Supported quarterly business reviews and briefings
  • Supported kick-off meetings; reviewed content and provided templates
  • Extended process to partnering ecosystem
  • Integrated process within company’s CRM tool

Impact

  • 200% increase in deal size within four quarters
  • 270% increase in deal size within seven quarters
  • Process extended through Home & Networking Division resulting in Six Sigma Yellow Belt attainment

The mobile market is famously competitive and the Motorola Sales team needed to not only increase their impact to the top-line but also empower channel partners to get up to speed quickly and successfully. Visualize not only rolled out ValueSelling to the sales organization, it also worked alongside sales to reinforce what was learned. Reinforcement included supporting sales meetings, briefings, sales kickoff presentation reviews and extending the process to the partner ecosystem.

Contact

Email: info@visualize.com

Phone: +1-248-593-5455 or
+1-888-88-GOALS (46257)

Mail: Visualize Headquarters,
452 Bonnie Briar, Suite 100,
Birmingham, MI 48009

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