The challenge
This technology services group operates across multiple brands, business units, regions and currencies. Its federated structure required teams to coordinate customer accounts while retaining visibility across the group.
The group wanted consistent sales reporting and a clearer approach to account and territory ownership. Consolidating data and processes needed to support both day-to-day selling and the group’s plans for growth.
Shared visibility
Bring pipeline and performance information together across business units.
Account coordination
Make account hierarchies and territory ownership clear across brands.
Consistent processes
Support lead and opportunity management through a shared platform.
What we did
8Squad assessed the group’s operations and consolidated sales data and processes in Sales Cloud, with account hierarchies, territory management and common reporting.
Agree the operating model
Discovery aligned the work with business challenges and priority outcomes.
Clarify account and territory ownership
Account hierarchies and territory management supported coordination across brands.
Consolidate reporting
Data hygiene and dashboards improved lead, opportunity and performance visibility.
What changed
The group gained a shared view of sales performance across regions and currencies. Clearer account ownership and common processes gave teams a more consistent approach to pipeline management across brands.
| Focus | Goal | Delivered capability |
|---|---|---|
| Reporting | See sales performance across business units | Consolidated multi-currency dashboards |
| Account coordination | Clarify ownership across brands | Account hierarchies and territory management |
