All impactNext caseImproving qualification and conversion
Case 04
Building an edge computing motion from zero
I built an edge consulting team and the plays, narrative and qualification criteria for a new portfolio.
- Company
- Enterprise technology organization
- Business unit
- Edge computing
Starting situation
An emerging edge computing portfolio with no dedicated go-to-market motion. The technology was ready before the market motion was.
What I changed
- I recruited and developed a specialist consulting team.
- I created the plays, value narrative and qualification criteria sellers needed.
- I enabled sellers and embedded specialists in the highest-potential accounts.
Edge computingSolution consultingEnablement