Problem:
Netezza had no common sales process or sales language that the sales team could use to manage the sales cycle and help win new accounts, and its salesforce.com CRM system did not provide the sales planning tools needed to help the team win business.

Solution:
Implement a value-based selling process and sales planning tools that will shorten the sales cycle, improve win rate, and increase the “use-ability” and value of Netezza’s salesforce.com CRM system.

Problem:
Market share erosion in key accounts due to low cost international competitors that are willing to buy the business and a CRM system that did not provide the ability to share critical sales information.

Solution:
Implement a solution-based selling process and software system that helps sales engineers successfully communicate RFMD's unique business value, and provides a platform to enable the exchange of critical account development and sales information.

Problem:
Integrating newly acquired companies and their business development organizations into one large customer focused Mission Solutions provider.

Solution:
Implement a customer focused business development process, executive level selling skills training, and automated sales support system.

Problem:
Flat growth and market erosion due to changes in the banking industry, and increased pressure from lower cost reduced service providers.

Solution:
Implement a value-based selling process and automated tool set that improved customer intimacy, and replaced market erosion with new name accounts.