Featured Industry VAR

Client

Mid-sized VAR

Challenge

  • Relationship with a Key Account was deteriorating (a low Transactional)
  • Communication and resource availability problems were worsening

Brookeside Approach

  • Used salesEQUITY to analyze the relationship
  • Conducted a one-day Action Planning Workshop to address the findings
  • Produced a 90-day plan to ensure follow-through

RESULTS

Client restored its level of spend

Saved $250,000 in business in one year

Produced a 625% return on the project value in the first year

Client

Mid-sized VAR

Challenge

  • Grow a $1 million account with a state health agency

Brookeside Approach

  • Used salesEQUITY to analyze the relationship
  • Presented management with an executive review
  • Provided one-on-one coaching and a planning session for this account
  • Cross-branch learning

RESULTS

Increased customer retention (92% of target customers)

40% increase in revenue from fee-based products in one year

20% improved profitability from branch operations in one year

Interested in a workshop?