Case Study

Analog Devices (ADI): Redefining The Sales Process As A Key Component Of Sales Transformation

January 1st, 2018

Summary

The sales organization of Analog Devices Inc. recently embarked on a transformative journey in order to better position its offerings in the market, gain competitive advantage, and achieve revenue growth objectives. ADI’s journey started with recognizing that its sales reps needed to more effectively position the organization’s complete suite of solutions and engage early in the buying cycle, sometimes even before the customer was aware that they required a new approach or solution. In this Case Study, we describe how the decision to deploy a new sales force automation (SFA) platform allowed ADI to develop and deploy a buyer-centric sales process to improve its opportunity management, forecast accuracy, and content leverage.

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