Transformation at enterprise scale
How a global go-to-market organisation is redesigned in seven weeks without breaking the pipeline, and how hundreds of sellers move onto a new operating model when the strategy changes every year.
The material comes from four major go-to-market transformations across two companies and three continents, from a 1,500+ seller sales transformation onto one model and one CRM to a confidential seven-week redesign that moved a global business from regions to business units with lower cost and no pipeline impact. The talk covers the design decisions that have to come first (how to organise, where the money goes and what it produces, what every role is for), the sequencing that protects the number while the change lands, and why structure inherited from the last reorganisation is the most expensive thing in most go-to-market plans.
The visual
The self-drawing visual used in the talk, advanced one idea at a time.
For a talk, panel or podcast, send the event name, date, format and audience to ian@illogicaldata.com.