Impact Study
Helping a global $6bn IT company to make
significant changes while they were already
winning and inspire their teams to embrace a
bold new direction for exponential growth.Helping a global $6bn IT company to make significant changes while they were already winning and inspire their teams to embrace a bold new direction for exponential growth.
significant changes while they were already
winning and inspire their teams to embrace a
bold new direction for exponential growth.Helping a global $6bn IT company to make significant changes while they were already winning and inspire their teams to embrace a bold new direction for exponential growth.
Fortinet were already enjoying 20% year-on-year growth in bookings, but only 4% came from Enterprise Accounts.
“Our team were operating independently. Sundial brought us together around a common purpose and helped us turn that into a consistent playbook, accelerating success across the team.”
Mike Sims / Fortinet
Vice President, US Enterprise
Vice President, US Enterprise
We focussed on 3 steps to success and coached over 100 people through change, boosting growth to over 48% year-on-year in the next 2 years.We focussed on 3 steps to success and coached over 100 people through change, boosting growth to over 48% year-on-year in the next 2 years.
The leadership team had an ambition to amplify
the Fortinet brand and drive exponential growth
within a strong security market. They decided
to embark upon a new motion to go upmarket
into large Enterprise accounts.The leadership team had an ambition to amplify the Fortinet brand and drive exponential growth within a strong security market. They decided to embark upon a new motion to go upmarket into large Enterprise accounts.
the Fortinet brand and drive exponential growth
within a strong security market. They decided
to embark upon a new motion to go upmarket
into large Enterprise accounts.The leadership team had an ambition to amplify the Fortinet brand and drive exponential growth within a strong security market. They decided to embark upon a new motion to go upmarket into large Enterprise accounts.
Fortinet was built on an SMB GTM Operation, with only 4% of revenue coming from Enterprise Accounts.Fortinet was built on an SMB GTM Operation, with only 4% of revenue coming from Enterprise Accounts.
It soon became clear that asking people to change while they were winning was going to be tough.
Project Evolution was devised with Sundial to drive the sales focus up-market.
Our SOLUTION
To start, we implemented an account
segmentation process which provided a
new separate Enterprise sales team that
had less accounts per rep/SE team.To start, we implemented an account segmentation process which provided a new separate Enterprise sales team that had less accounts per rep/SE team.
segmentation process which provided a
new separate Enterprise sales team that
had less accounts per rep/SE team.To start, we implemented an account segmentation process which provided a new separate Enterprise sales team that had less accounts per rep/SE team.
We initiated Project Evolution, incorporating a program of leadership team workshops,
which included:
which included:
– Forming high performance leadership teams at all levels.
– Crowdsourcing and creating a robust sales strategy that could be cascaded to all levels.
– Support for leaders on how to coach people through change.
– Crowdsourcing and creating a robust sales strategy that could be cascaded to all levels.
– Support for leaders on how to coach people through change.
– New performance management structure to maximize success.
– New communications and governance mechanisms.
– Field re-enforcement programs to maintain momentum.
– New communications and governance mechanisms.
– Field re-enforcement programs to maintain momentum.
Project Evolution enabled empowered leadership
teams that could implement the following three
focus areas to make change happen.Project Evolution enabled empowered leadership teams that could implement the following three focus areas to make change happen.
teams that could implement the following three
focus areas to make change happen.Project Evolution enabled empowered leadership teams that could implement the following three focus areas to make change happen.
Skillset.
The collection of skills, competencies, and knowledge a person needs. Developing a diverse and relevant skillset will enhance effectiveness, adaptability, and employability.
Toolset.
The resources, technologies, techniques, and methodologies that individuals use to apply their skillset to solve problems or achieve goals. Adopting and mastering the appropriate tools will greatly increase productivity, efficiency, and outcomes.
Mindset.Mindset.
A person's attitude, beliefs, and perspectives that influence how they approach situations, handle challenges, and perceive growth and potential.