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A discussion document in two sections:

Section One: The Context. Our Understanding Of The Situation

Section Two: Some Initial Thoughts On How We Might Help (Five Things)

SECTION ONE

Our Understanding of the Situation 

ConvergeOne is aggressively transforming its business.  

Over the past nine months: 

  • There’s a new leadership team in place 

  • A new name and a fresh and inspiring brand promise 

  • The business has strengthened its balance sheet 

  • An integrated operating model 

  • A new India-based delivery center has been established 

The Next Step:

The Path to Performance 

It’s never been more important to be great at sales, and yet, it’s never been harder to be in sales. Budgets are tighter, and markets are more crowded than ever.   

Source: Salesforce State Of Sales - 2023

Source: Gartner Sales Industry Survey

Seizing The Opportunity

ConvergeOne has a significant opportunity to differentiate itself from competitors (For example - Presidio and CDW) The sales team can identify business problems and tailor solutions that precisely meet their needs and as a result completely redefine collaboration.

This would make ConvergeOne both an exemplar in the industry and give us a major competitive advantage throughout the buying process.

ConvergeOne is taking the following actions to make it happen: 

  • Shifting from a transactional to a solution-oriented selling approach 

  • Using a proven account segmentation strategy - Diamond, Strategic, and Growth - across its three core Cx, Network and Security solutions. 

  • Organizing into three regions - East, Central and West.

  • Doubling down on a SLED (represents 28% of revenue).  

  • Focusing on mid-sized, energy-consuming businesses  

  • Moving upstream into large markets 

SECTION TWO

1. We Bring Relevance And Support

We’ve taken years of experience growing businesses and a deep understanding of how to activate salespeople. It’s what we’ve learned.

We combined that into a smart sales support system that readily integrates into a sales organization. It’s what we know is needed.

You’ve given your sales team training and tools, but what they need is the time to sell. That’s what we bring.

Behind every great sales organization is great sales support; salespeople need more support now than ever.  So, that’s become our purpose in life.

2. We Turn Classic Problems Into Opportunities

We solve four fundamental problems that erode a salesperson’s confidence and prevent reps from taking appropriate action: Buyer Propensity, Actionable insights, Coaching and Concierge. We call them the Moments That Matter: 

The Moments That Matter

Moments that Matter

Since our inception more than four years ago, we’ve helped some of the largest and fastest growing companies like Hewlett Packard Enterprise, UnitedHealth Group, EY, Endava, CareerBuilder and Broadcom -  improve sales performance.  

3. We Are In Business To Accelerate Performance

A Quick Look At Some Numbers:

EXPANDED PIPELINE—115% increase in qualified deals. EFFORT SAVED—24000 hours more selling time. ENHANCED PERFORMANCE—>10% increase in win rate. ENJOYMENT INCREASED—100% happier reps*

*OK, we took some liberties with the happiness stat. But supported reps are happier reps and happy reps sell more, as much as 20% more! 

4. We Are Proud Of Our Clients

Our clients think of us as an integral part of their operation. 

They describe us as much more than a tool or a platform. They recognize our unique human-in-the-loop service and support models. We are a ‘partner in accountability’ to our clients at the most senior level.

5. We Make It Easy To Work With Us

Pricing Model - Revenue Under Management  (RUM) 

esellas is the first to apply an innovative outcome-based pricing model in the sales & marketing domain. We call it Revenue Under Management (RUM), offering our market-leading platform and services through a tiered fee structure aligning our interests with yours. There are two transparent and predictable components:

  1. The Monthly Management Fee is a fixed % of your organization’s revenue supported by esellas services.

  2. Annual Success Fee earned as a fixed % share of the revenue above your stated annual goal.

The additional benefits of using a tiered pricing model:

  1. Transparency: RUM pricing is more transparent than other pricing models, such as hourly or flat fees. This is because our clients quickly see how much they pay for their services based on the amount of assets “revenue” they have under management.

  2. Scalability And Relevance: RUM pricing is scalable, meaning different fees are based on the individual needs of our clients at each stage.

  3. Profitability: RUM pricing helps our clients improve their profitability by paying for services scaled to their specific revenue goals with higher AUM.

  4. Simplicity: RUM pricing is simple and easy to administer and forecast; no more seat transfers or unused license capacity.