The business driver was focused on generating net new revenue, focused on re-engaging with customers and re-presenting/ refreshing the value proposition with existing customers
Secondary goal was to create a common process to winning to acquisition business
Mentor was commissioned to run four revenue generation plays aimed at different EMEA based teams. Each play ran for 12 weeks, with a 90 minute virtual training/coaching session each week, using Webex and Salesforce.com to support it.
Results were as below with significant impact on pipeline growth and closed business: