Situation

Our client offers business intelligence software that is designed to act as an add-on for business users to enable them to search both structured and unstructured data to identify known and unknown data anomalies. While our client provides answers and hidden solutions to business users, they could not crack the code to getting more opportunities into their pipeline. They sought to hire an internal demand generation team to determine if there was a new marketplace for the tool in customer analytics. Our client was looking to replicate and model Vorsight’s recent college graduate meeting scheduling team and fully ramp them up with the skills needed to land opportunities in a short period of time.

Creating a New Team of Inside Sales Reps to Enter an Untapped Marketplace

While our client is an expert at finding solutions and providing superior insights, they were in search for guidance to figure out whether customer analytics was fit for the offering. Our client believed that creating a new team could prove to be the solution since they did not have a department for this division; however, they did not know where to start their search, how to find the right people, and what training the new hires would eventually need to undergo the project. Further, the current Sales Manager was inexperienced at leading a team of inside sales reps.