In order to convert this group of partners into a high-growth revenue channel, Tridium CEO John Petze began working with CustomerCentric Selling® Business Partner, Ben Zoldan. His primary goal was to increase revenue and sales.
"When Ben first made contact with me," Petze stated, "I conveyed that we were facing a plan to grow top-line revenue by 30%. This had already been committed to our Board, however, 4Q results were lackluster and did not show a trend line that would match that growth."
Several key obstacles were uncovered that had been preventing the Tridium sales staff from achieving their aggressive growth plans. They were:
Tridium and CustomerCentric Selling® set out to:
CustomerCentric Selling® provided Tridium with these capabilities. Tridium adopted CustomerCentric Selling® with the goal of starting early enough in the year to see results and hit its aggressive plan.
Results the company had seen by fourth quarter, included:
According to Petze, "Overall, the impact of CustomerCentric Selling® has exceeded my expectations and changed our company for the better. The financial results are there, the salespeople see the value and the company presents a better image to customers: they see us as helping them address their needs and goals."
Tridium, Inc. is in the business of helping their customers increase operational efficiencies and lower labor and energy costs throughout the enterprise by making it easy to manage the smart devices that operate their facilities. Tridium is the inventor of the Niagara Framework™, a software framework that integrates diverse systems and devices-regardless of manufacturer, or communication protocol-into a unified platform that can be easily managed and controlled in real time over the Internet. Today, Niagara is being successfully applied in the building automation, industrial automation, energy management and M2M markets through a network of independent systems integrators and partnerships with leading suppliers.
More information on Tridium, Inc. can be found at www.tridium.com.
If you have questions about this client, please contact Ben Zoldan at firstname.lastname@example.org.
About CustomerCentric Selling®
CustomerCentric Selling® (CCS®) is a proven methodology for predictably improving revenue growth and sales performance. Founded in 2002, CCS® helps clients worldwide to implement repeatable, auditable and scalable sales processes that, when combined with Sales Ready Messaging®, guides marketing and sales to have meaningful conversations with customers and prospects. This results in winning high-value deals, retaining and growing client relationships and improving the predictability and accuracy of sales forecasts.
CustomerCentric Selling® is regularly named to the Top Sales Training Companies list. Clients such as Microsoft, Hewlett Packard, Business Objects, Rockwell Automation, EMC and Raython have deployed CCS® worldwide. For more information, vist www.customercentric.com, or call Jill Perez at 800.993.1228, ext.706.