CLIENT

  • Global software leader within finance, tax, accounting, and legal verticals with ~$13B combined revenue

SITUATION

  • Sales Operations teams across different products and customer segments were operating independently within the legal vertical, creating inefficiencies and an opportunity to better enable the sales organization to accelerate revenue generation and drive exceptional retention

ACTIONS

Waterstone developed and advised on execution of vertical-wide sales operations consolidation and alignment:

  • Facilitated working session with Sales Operations leaders to assess current state roles/responsibilities and identify improvement opportunities
  • Interviewed key stakeholders across organization to gather input on go-forward roles and responsibilities
  • Provided external benchmarks for Sales Ops metrics & reporting, roles and responsibilities, and org design
  • Developed vision of future scope and responsibilities across sales enablement, administrative support, analytics/forecasting, enabling technology, sales performance monitoring and professional development/training
  • Designed new organizational structure for consolidated Sales Operations group

RESULTS

  • Combined 8 independent Sales Operations teams into a single Sales Ops structure of ~80 resources with focused priorities for the year