VP of Worldwide Field Operations
Goal and Current Situation
Zend partners with businesses to rapidly deliver modern apps across mobile and cloud. Zend helped establish the PHP language, which today powers over 200 million applications and web sites. Zend's flagship offering, Zend Server, is the leading Application Platform for developing, deploying and managing business-critical applications in PHP.
Siddhartha Argarwal, VP of Worldwide Field Operations for Zend, began working with Pat Dougherty, a CustomerCentric Selling® (CCS®) Business Partner in 2008 to improve performance of Zend's North American sales organization. Some of their challenges were:
After a careful analysis of the sales organization, Siddhartha and Pat concluded he needed to provide his team with the following capabilities:
CustomerCentric Selling® provided Zend with all of these capabilities, helping provide growth and scale year over year.
Since originally implementing CustomerCentric Selling® in 2008 under Siddhartha's solid sales leadership, his sales organization has been able to accomplish the desired goals year after year, continuing to grow both transaction size and bookings. In 2013, Siddhartha re-engaged with Pat Dougherty and CustomerCentric Selling® to help his global sales team with prospecting and new business development.
"CustomerCentric Selling® helped us improve sales performance through taking a solution approach to selling by focusing on customers' needs and developing solutions that fit their needs. More recently, CCS® has also helped us take a more holistic view with our customers by identifying and prospecting into multiple people in the organization who could use and/or benefit from our offering."
--Siddhartha Agarwal, VP of Worldwide Field Operations, Zend
In the first year after CCS® implementation in 2008, the average transaction size increased by 88% and overall bookings grew by 14%.
By the second full year since CCS® implementation, the transaction size had tripled and bookings had increased by 35%.
Zend partners with businesses to rapidly deliver modern apps across mobile and cloud. Zend helped establish the PHP language, which today powers over 200 million applications and web sites. Zend's flagship offering, Zend Server, is the leading Application Platform for developing, deploying and managing business-critical applications in PHP. Zend solutions are deployed at more than 40,000 companies, including NYSE Euronext, BNP Paribas, Bell Helicopter, France Telecom and other leading brands worldwide. Learn more at www.zend.com.
For any questions about this case study or client, please contact Pat Dougherty from SDK Sales Alliance: firstname.lastname@example.org.
About CustomerCentric Selling® - The Sales Training Company
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 CustomerCentric Messaging® (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 Raytheon have deployed CCS® worldwide. For more information, visit www.customercentric.com or email Jill Perez: email@example.com.