Salesforce and Go-to-Market
Transformation for a F500 FinTech
by Anuar Heberlein
A global FinTech needed to transform its Sales
Org and Go-To-Market strategy to move from a
siloed product sales model and leverage
platform selling. The company reached out to
StrategiaGTM for help.
A F500 FinTech providing software solutions for financial entities traditionally
worked with a salesforce that mirrored the siloed product portfolio despite
sharing common customers. The company had just transformed its product
offering to a platform ecosystem. While the product team had changed its
mindset and culture to “platform thinking”, the sales team still acted and
operated utilizing a siloed approach.
OUR SOLUTION
Defining a roadmap from Current State to a new Target Operating
Model (TOM)
The main goal was to transform the company’s salesforce from a siloed
salesforce to a platform mindset and way of operating to enable
up-and-cross-selling opportunities for the firm.
This was achieved by:
• Mapping the current processes and practices.
• Defining the Target Operating Model (TOM) to achieve a salesforce focused
on selling platform solutions.
• Closing the gap between the current state and the TOM.
CLIENT IMPACT
Salesforce Transformation Path Established
After completing 25+ interviews with the C-Suite, VP-Suite, a current state
was mapped and the Target Operating Model was defined.
Based on this, a salesforce transformation path was established, clearly
defining the steps and changes required to do so.
Increased Share of Wallet and Portfolio of Customers
Upon implementation of the TOM, the company increased its share of
wallet with existing customers, and significantly increased its portfolio of
customers leveraging the partners’ channel.
Related Capabilities
GTM Strategy
Platform Sales
Target Operating
Model (TOM) Definition
A Top 3 Cloud vendor wished to
validate the appetite for a new
product and service offering for
enterprise customers. The
company asked StrategiaGTM for
help.
A global FinTech needed to
transform its Sales Org and
Go-To-Market strategy to
leverage platform selling. The
company reached out to
Strategia Partners for help.
