Summary
Hitachi Vantara was not getting the productivity it expected from its technology investments. With the help of Forrester’s frameworks, tools, and sales activity study, the company’s business capabilities team built an integrated experience that improved productivity with minimal additional technology. In the end, an integrated technology-plus-process approach improved productivity, unlocked sales efficiencies, and netted improved customer experiences. In this case study, we explain how Hitachi Vantara built an integrated technology approach that improved productivity and sales rep efficiency through better alignment with sales process execution.
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