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SunGard Availability Services Integrates 3 Silos

Blending three silos into one Organization and closing the year strong…represented a tremendous challenge. The professionals at Adventace complimented our tremendous work ethic, professionalism and high quality of work. They have been a valuable asset to our sales team.  Don went on to say: The sales methodology conveys professionalism in letters of understanding and provides a consistent means to uncover critical business issues that will lead to additional service offerings. Consistent tools will allow sales managers to work more closely with AE’s in personal development.

Don O'Brien

EVP of Sales, SunGarad Availability Services

About SunGard Availability Services

SunGard Availability Services provides IT operations support to IT departments that need to ensure business viability by keeping mission critical information and applications up and running. SunGard is focused on providing responsive and integrated disaster recovery, managed IT services, IT consulting and business continuity management software solutions, to help organizations keep people and information connected.

Strategic Objective

SunGard Availability Service’s strategic objectives were to convert from three “silos” to “one integrated company”. At the same time, they wished to better position themselves as trusted advisors in their client relationships and achieve highly predictable, measureable, and sustainable performance improvement.

Phased Adventace® Programs

We provided SunGard with a three phase roll-out program:

  1. Executive and Sales Manager implementation program
  2. Regional sales training programs, and
  3. Post-training Change Management reinforcement program, consisting of field operations reviews and one-to-one coaching assistance for Sales Managers.

The purpose of the first phase was to help the Management better drive the sales operation top-down, and help them better coach their teams with opportunity assessment, pipeline balance and management, forecasting, and skill development.

The purpose of the second phase was to train the nation-wide sales force in our Winning Major Opportunities program (formerly ACE Selling), because Sungard sales people have a highly complex sale:

  • Diverse buying committee
  • Complex needs
  • Strategic-level decision
  • Long, multi-step sell cycles
  • Perceived to be expensive

A key challenge was to complete the first and second phases in one month – more than 400 people – aligned with regional kickoff meetings.
In many respects, the final phase was the most important because the objective was to convert training programs in very successful habits in the field, driven top-down by the management team.

SunGard Success:

%

Increase in Major Deal Size

%

Forecasting Accuracy

%

Reduction in Sales Cycles