Actifio is an enterprise-class data virtualization software platform. It enables businesses to deliver data as an instant service available anywhere. Actifio frees data from traditional infrastructure to accelerate adoption of hybrid cloud, build higher quality applications faster, and improve business resiliency and availability.
Actifio had a successful sales organization, but wanted more predictability. Like any sales organization, they had a set of over-performers, under-performers and a broad set of middle performers. They wanted to minimize the variability within the sales team and in the way they pursued opportunities. Ultimately, they were looking to drive a repeatable and scalable business model.
In addition to the sales team, Actifio involved marketing, product management and engineering in its Command of the Message® implementation. This created the cross-functional alignment needed to drive reinforcement and adoption. Command of the Sale® helped drive more predictability around their deal pursuit process, ensuring their sales process was aligned with how their customers buy.
Actifio saw results almost immediately. Within the first quarter they saw an increase in sales reps making goal. The entire company was using the same process to create and capture value for the customer. Ultimately, this alignment led to the following measurable results: