Look Before You Launch Product or Service Offerings. Many organizations launch into new product offerings and markets without adequately developing plans to effectively integrate their sales teams, customer, and channel partners.

Lots of Dough, but Little Diversity. There is a significant concentration of revenue from particular segments of both market and customers which results in an inability of the sales organization to diversify.

One Size Does Not Fit All. Many sales organizations are not able to develop customized solutions for each of their stakeholder groups-sales, customers, and partners. With a one-size-fits-all approach, process and technology solutions eventually prove ineffective.

Efficiently Manage based on Credible Sales Insights. Not efficiently managing sales, customer, and partner data, and not developing credible business insights often proves to be daunting challenges for many organizations across industry segments.

Align Sales Organization and Compensation Models. Often sales compensation models do not align to drive the sales behavior in the direction of larger corporate goals; thereby sub-optimizing the effectiveness of sales compensation spends.

Sales Forecasting. Sales forecasting is one of the foundational capabilities of any sales organization's ability to influence the direction of their business. Sales forecasting for a global organization operating in multiple geographies can become especially tricky due to distinct customer buying patterns, the nature of competition, and different rates of product cannibalization. Trianz works with clients on redesigning their sales processes, choosing the relevant sales forecasting models, and developing innovative sales analytics' approaches.

Channel Effectiveness. Many large organizations, both in products and services businesses, use channels as a force multiplier for enabling top-line growth. However, organizations still lack a complete appreciation of a channel partner's business model and their need for ease of doing business. Trianz helps organizations improve their ability to address channel partner's business needs, develop better channel insights, and have a true integration with partner organizations.

Sales Compensation Effectiveness. A majority of experts believe that developing an effective sales compensation model can be the single largest factor contributing to the alignment of goals of the sales team and the organization. Most sales compensation plans are legacy, difficult to interpret, and are constantly evolving which leads to confusion and disappointment for the sales force. Trianz helps organizations streamline the process of developing sales compensation plans, translates the plans into a set of easy to understand business rules, and provides upfront comp visibility to the sales teams, resulting in improving sales compensation effectiveness.

Deal Management. Even though deal management can be considered a highly transactional process, it significantly contributes to the customer experience and defines how easy it is to do business with the organization. Customers buy products through multiple channels and this distributed sales process creates challenges for organizations that have consistent quote cycle time, customer-specific pricing terms, and product lead-time commitments. Trianz works with many organizations to revamp their deal processing approach, develop standardized pricing policies, and implement technology solutions to enable the deal management process.

Advanced Sales Analytics. An ability to develop deep business insights though available data and create a sales strategy based upon the sales analytics can be a source of competitive advantage even in a turbulent economy. Often, organizations suffer from their inability to draw any meaningful, action-oriented conclusions from the data due to a lack of data quality, consistency, timeliness, and accuracy. Trianz works with client sales organizations to develop solutions and platforms to sift through a barrage of sales, customer, and partner data, developing algorithms to draw deep business insights.