Communications Supplier Managed Sales Case Study

This case study outlines the engagement between a global communications supplier and MarketSource to address sales challenges within the small- and mid-sized business (SMB) sector. The supplier faced difficulties in profitably selling their solutions to SMB customers due to a lack of dedicated sales resources, resulting in a revenue gap. MarketSource was tasked with creating a specialized sales force to enhance market penetration and reduce turnover. The solution involved assembling a self-contained sales ecosystem that included field sales professionals, business development experts, inside sales professionals, and sales engineers. These teams engaged directly with customers, providing comprehensive support and technical solutions. The results of this partnership were significant, with the supplier generating over $50 million in annual revenue, achieving a 35% year-over-year sales boost, and realizing an ROI of over 340%. The case study highlights the effectiveness of a tailored sales approach in improving business outcomes for the client.