EDS

EDS had silo sales teams focused on products versus customers, leading to inconsistent value propositions and tenous customer relationships. There was little coordination or cooperation among the 32 lines of business. In order to accelerate growth, sales leadership wanted cross-company reach and joint go-to-market penetration. EDS implemented client executives and cross-selling.

Critical Path Strategies facilitated the strategic initiative to achieve one face to the customer across EDS’ four major lines of business with top 200 accounts around the globe. CPS provided the tools and methodology to analyze existing accounts, and create relationship strategies and action plans for greater account penetration.

Culture change achieved
Pipeline increased “significantly”
Over $1 billion closed from these teams in a 12- to 18-month period
EDS earned over 300 times CPS fees within 18 months