“Scott provided valuable insights, and has been instrumental in helping us to implement new approaches to scale our business for growth.”

President

Sales Alignment with Strategy Scales Growth

The Need:

Vology faced a particularly acute challenge: how to overcome their reputation as a price-driven vendor to transform into a higher-end service provider. As a tech company selling used and refurbished computer hardware, they sought to redefine themselves, both in what they offered and how they were perceived.

To set themselves apart, they focused on: 

• Differentiating by offering clients more value from start to finish with services, like installing, maintaining, and supporting the technology equipment they purchased
• Achieving 50% of revenue from services over three years, up from less than 10% 
• Integrating operations from several acquisitions
• Accelerating growth and refining the overall sales strategy

The Solutions:

Scott worked with Vology’s CEO and CIO to implement a sales strategy, broadening their solutions towards the higher end of the market and expanding its services.

Scott and the team achieved this by: 

• Developing a sales strategy and the right sales structure
• Cascading the new strategy throughout the organization by enlisting key managers as advocates
• Establishing a dashboard of sales metrics and leading indicators to drive progress
• Working with executives to develop talent in the sales organization
• Aligning sales with the strategy and creating greater value in the process, as well as optimizing everyday decisions, such as the accounts and products to prioritize

The Results:

Revenues nearly tripled.

• Vology saw double-digit sales growth of services attached to product sales across the business, moving from 10% of the business to over 50%.
• The company achieved a Top 25 worldwide ranking on the MSP 501 (the information technology channel’s comprehensive ranking of managed IT services providers), largely from the successful shift in changing the type of revenue in the business.
• Vology catapulted to the Inc. 5000 list of America’s fastest growing private companies.
• The company has also become one of the largest distributors of elite technology manufacturers like Citrix, Juniper, and Brocade.