What Others Are Doing: Organizing for 21st Century Sales and Marketing

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Assignment
Marketplace dynamics and slow growth convinced the senior managers of a major manufacturer that they needed to reorganize their sales and marketing organization. Their goal was to create an entirely new organization that would increase the return on their marketing investment and operate more effectively and efficiently in the marketplace of today and tomorrow. DHC worked with the dedicated internal team to assess the productivity of the current “Go-to-Market” approach, reengineer and simplify all of the sales and marketing processes, develop a new collaborative planning model and completely reorganize the sales and marketing departments. Within one year speed to market has been cut in half, cost of sales has been reduced and sales have increased 5% vs. year ago.