Converting a problem structured organization design to a solution centered structure

Client: The client is an enterprise IT service provider in Delhi that is registered under the name ‘Big Tide Pvt Ltd’. Its products include IT infrastructure planning and monitoring systems.

50% of the staff constitutes Account executives and enterprise sales professionals. The current sales process is highly mechanistic, that fails to gather insight from the ground. The client requires a complete culture shift in approaching their B2B sales strategy.

First AvocaDO was contracted to manage the transformation of its Enterprise sales function into a strategic wing – an information feeder to organizational planning and strategy. This means establishing a strong business acumen in the daily dealings of its account executives and changing the engagement styles of its field force.
First AvocaDO helped in creating a
1. Shared pre-sales function for all account executive staff
2. Domain-led sales team and corresponding sales strategy.

This structural change will stage the foundation of transforming a problem-centered sales strategy into a solution-oriented sales plan.

The transformation journey is 80% enabled by skilling up the existing workforce. The remaining 20% is complemented by Enterprise sales process design.

The core areas of skilling up were the development of Business Acumen, Consultative Sales, and Research driven sales (on specific verticals).

First Avocado also facilitated strengthening Public Relations by coaching a ccount executives in enhancing relationships with external event managers. Quarterly reports and capability demonstration content were regularly shared with leading technology research consulting firms.

As part of the solution-centered strategy, the sales funnel is domain-led. This transforms the operating mode

l of pre-sales and after-sales service. Through this, the pre-sales function and service delivery of infrastructure services is aligned to industries.

The service delivery and its Service Levels are mapped to industry centric metrics. In a similar manner, the pre-sales and solution design have been further tailored to address industry enablers and drivers. This creates a highly customer-centric approach to both sales and operations plans.

Much of the skilling up was achieved via coaching on existing sales deals that included customer interactions, solution architecting, solution defense, and creating win-win proposals.

Although, First AvocaDO has employed consultants outside of Nepal on an ad-hoc basis in previous consulting exercises. However, this is First AvocaDO’s first case of consulting outside Nepal for a Delhi-based IT service provider.