Although we work across many different industries, we have exceptional depth in those industries outlined below. This depth more efficiently enables our consultants to create solutions that work in your world, and ensures that our trainers relate to the unique challenges that your people face.
Private Equity and Venture Capital
We work with private equity firms both pre- and post-acquisition to identify and prioritize sales performance improvement efforts, and to build greater consistency across portfolio companies. The result is a higher-level of capability and predictability to hit growth targets and drive shareholder value.
Our recent private equity clients include:
Enterprise Software & Solutions
Large organizations need consistency and process to drive greater predictability. We have helped some of the world’s largest and best known enterprise software providers create buyer-aligned sales processes and improve skills necessary to win high-value, complex sales. We have the expertise and the scale to deliver high-impact solutions globally.
Our recent enterprise software clients include:
We work with new, fast growing SaaS companies that are intent on disrupting their industry, as well as more traditional on-premise software companies that are transitioning to subscription-based business models. We understand the changing SaaS buyer and the sales roles, processes, and skills necessary to operate efficiently and effectively. We also understand the importance of executing a “land and expand” strategy, and have done so with many clients.
Some recent SaaS clients include:
As the number of new, cloud-based software applications has exploded, so has the need for skilled IT service partners who can help select, implement, and support new technology investments. This requires IT services companies to understand their client’s business and bring expertise that helps the client achieve their objectives while minimizing risk. We have significant experience helping enterprise software providers create programs to manage their value added re-sellers, and programs to help value-added re-sellers and systems integrators create demand, win deals, grow accounts, and manage performance.
Our recent IT services clients include:
Industrial Equipment & Distribution
Industrial equipment and distributions companies face pressure to stay competitive through innovation, efficiency, and selling on value versus price. Our approach, which is based heavily on aligning selling processes with customer buying processes and jointly creating solutions with customers, is an excellent fit for companies with an engineering culture. We help bring science to the art of sales, and create skills for more effective and confident execution.
Our recent industrial equipment and distribution clients include:
Business and Professional Services
Business and professional services firms are unique because most producers do not consider themselves salespeople, but rather consultants and professionals who manage sophisticated clients and large accounts. Clients don’t want to be sold. Rather, they want problems solved that create value for their organization.
We help you capture the best practices of your top-producers and rainmakers, and enable you to transfer this capability to others through assessment, process, and skills training. This includes improving the professional’s ability to diagnose and position solutions in concert with the client’s buying process.
Our recent business and professional services clients include:
Media & Telecom
Media and telecommunications companies face new, disruptive competition each and every day. They are locked in a strategic, high-stakes chess match with very little room for error. We work with clients in these industries to maximize the impact of their innovation in the market, quantify value in the eyes of the customer, and to protect and grow relationships crucial for success.
Our recent media and telecommunications clients include:
Energy companies face pressure to stay competitive in an age when commodity prices are dictated by the market. Our approach, which is based heavily on aligning selling processes with customer buying processes and jointly creating solutions with customers, is an excellent fit for companies in this industry with an engineering culture. We help bring science to the art of sales, and create skills for more effective and confident execution.
Our recent energy clients include:
Financial Services & Technology
The financial services industry is in the midst of extreme disruption with new players entering the market each day. We help innovative start-ups get traction in the market and scale quickly, and we help established companies transform sales to become more competitive. Our long history in the high-tech industry plays well with the challenges that financial services and financial technology companies face.
Some recent clients include:
Pharmaceuticals & Medical Device
We recognize the unique challenges that pharmaceutical companies face and have a dedicated life sciences practice called SPI Health that is focused on clients in your industry. Our experts understand the financial, political, and demographic environment, regulatory policies that impact on how buying decisions are made for healthcare products, services, and solutions. They work with clients to enable:
- Better Sales Alignment
- Launch Effectiveness
- Mergers and Acquisition Success
For more information, download our SPI Health overview brochure.
Our recent life sciences clients include: