Case Study: Sophos
Improved effectiveness across different teams & geographies
Partnering with key stakeholders in the organisation to develop bespoke programmes and deliverables to address identified issues.
Partnering with key stakeholders in the organisation to develop bespoke programmes and deliverables to address identified issues.
The Brief
Sophos is a British-based global security software and hardware company that that generates over half a billion in revenue per year. It develops products for communication endpoint, encryption, network security, email security, mobile security and unified threat management. Sophos is primarily focused on providing security software to 100- to 5,000-seat organizations. ICT security. Sophos needed a global management development programme, a set of sales competencies, an SDR effectiveness programme, a programme for their renewal specialists, and another programme for their mid-market sales reps.
The Approach
We partnered with key stakeholders in the organisation to develop bespoke programmes and deliverables to address to identified issues.
Across the multi year relationship with Sophos the team have supported them by addressing multiple issues and opportunities in their sales leader and sales rep community. At a sales manager level, the business faced the common scenario of having promoted successful reps into manager roles without them necessarily having a clear development track or set of sales management best practices to follow. Equally many of their experienced managers had been successful working in high growth conditions and there was a recognised need to arm them with the tools needed to succeed in a more competitive environment. At a sales level, there was a need to capitalise on opportunities to cross-sell and upsell to proactively generate qualified leads in their SDR function and maximise conversion rates and effectiveness across the sales process.
The Results
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