Case Study

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

January 1st, 2018
Steve Silver, null
Steve Silver

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.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.