1. Dealmaker TAS Opportunity and Account
Management – Customer Success

2. Customer Success Stories
Fortune 15 company – The TAS Group standardizes Account Planning &
Opportunity Management processes
• Goal : increase global sales effectiveness
• Incorporated TTG’s Implementation Architecture, based on best practices
of change management
• Delivered ‘Management Alignment’ workshops to 600 sales managers at 3
levels
• Rolled out TTG’s sales methodologies to nearly 15,000 sales reps
• Implementation of initiative continuous throughout 3 consecutive years of
project lifespan
• Results:
• Use of the TTG’s process helped identify $1.8B in pipeline Yr 1; $4.2B in
Yr 2; $2.5B in Yr 3
• $14M in revenue attributed to TTG’s process in Yr 1 $69M in Yr 2; $21M
in Yr 3
• Over 90% of sales managers polled regularly reinforce the process and
have seen changes in sales reps behaviors due to the training
2 © The TAS Group 2009

3. Customer Success Stories
NASDAQ 10 company - The TAS Group Designs and Implements
customer’s Solution Sales Process
• Goal: global sales effectiveness initiative
• Transformation from transactional to solution selling model
• Incorporated TTG’s Implementation Architecture, based on best
practices of change management
• Rolled out TTG’s sales methodologies to 5,000 sales reps
• Implementation of initiative continuous throughout year
• Results:
• Use of the TTG’s process helped identify 2,916 new opportunities
and $2.7B pipeline in Yr 1 of project
• $180M closed attributed to TTG’s process for $6M investment over
FY02: $30 for each $1 invested
• Over 90% of users report moderate to high satisfaction
3 © The TAS Group 2009

4. Customer success stories
EMEA Region of Fortune 100 company - The TAS Group
Implements a Sales Effectiveness Program that included People,
Process and Technology
• Goal: Improve effectiveness of the Direct Sales Force
• Results:
• Increased Win Rate - 3.5% increase within 3 quarters
• Increased visibility into a more accurate pipeline
• Earlier exit of low quality opportunities
• Increased Average Deal Size - 26% increase within 3 quarters
• Improved access to opportunity data across lines of business
• Improved prioritization and resource allocation
• Improved ability to sell higher in the customer value chain
4 © The TAS Group 2009

5. Customer Success Stories
US division of Fortune 100 company - The TAS Group Delivers Account
Planning & Opportunity Management Processes for US division
• Goal: regional sales effectiveness improvement
• Dedicated US sales initiative began in Summer 2005
• Incorporated TTG’s ESP and TAS methodologies in a concentrated format
• Rolled out TTG’s sales methodologies to nearly 400 US sales reps and mgrs
• Implementation of initiative set the stage for successful account planning initiative
in FY07
• Results:
• Use of the TTG’s process helped identify $700M in new pipeline opportunities for
Elite Accounts
• While actual revenue attributed to the initiative was not calculated it was over
$10M in FY06
• Feedback was positive from both sales executives and sales managers regarding
value of the tools, team collaboration, and potential future revenue increases due
to the training
5 © The TAS Group 2009

6. Customer success stories
Scandinavian country result for Fortune 100 company - The TAS Group
Deploys Sales Methodologies to Support CRM Initiative
• Goals:
• Ensure pipeline visibility and enable managers to assist in closing more deals
• Smarter investment of time and dollars
• Improve forecast accuracy
• Grow the revenue
• Results:
• ESP maps used to identify 250 new initiatives representing $200M in potential
business
• Use of the ESP process contributed to 25% increase in account revenue
• Average deal size for won deals increased over 60%
• Value of abandoned deals late in the sales cycle decreased significantly
6 © The TAS Group 2009

7. Customer Success Snapshots
• Global IT security company:
• Enterprise Selling Program, workshop activity
• Marketplace size increased 96% from $17.6m to $34.5m
• Global telco:
• Target Account Selling Program
• Order size averaged 37% higher for high TAS users over low TAS users
• 45% increase in 6 sales employee attributes
• Global IT company:
• Create & Win Program, workshop activity
• 68% of opportunities brought to workshop were won
• 76% of additional opportunities were won
• 12.5% of opportunities were withdrawn
• 235 opportunities created, worth $195m. 26% of respondents said Create & Win
significantly contributed to these wins
7 © The TAS Group 2009

8. Customer Success Snapshots
• Global IT company:
• Target Account Selling Program
• Moved from 3-5% of customer spend to 7-9% of customer spend
• Global IT company:
• Enterprise Selling Program, workshop activity
• 3 key account planning sessions, opportunities increased from 137 to 700
• Global IT company:
• Enterprise Selling Program
• Pre-ESP, opportunities stood at less than $100m
• Post-ESP and 9 months on, opportunities stood at over $400m
8 © The TAS Group 2009