Scalability delivers sustainable value creation

Challenge: In the rapidly changing communications market, Mitel lacked differentiation – unlike the leading CaaS provider ShoreTel, which was rapidly expanding and had recently achieved profitability.

Result: Merger of ShoreTel’s leading edge offering, broad distribution network, Go to Market approach with Mitel’s scalable infrastructure was a win/win. The result both companies was greater employee engagement, customer satisfaction and sustainable valuation increase.

Needs: During first decade ShoreTel quickly grew into the nations-leading provider of “brilliantly simple” integrated systems for business communications. However, four years after the company’s IPO, annual revenue plateaued at $350 million. In addition, new competitors offering communications as a service solutions had entered the market and ShoreTel’s position, profitability and ability to grow were threatened. The leadership team recognized a different market and commercial approach as well as financial position was required.

Next Step Engaged for Scalable Commercial Model Enhancement

After an extensive review of potential solution providers, ShoreTel’s exec team chose Next Step based on the firm’s:

  • Proven Go-to-Market experience in SaaS revenue growth and partnerships
  • Holistic approach incorporating all aspects of Marketing, Sales, People and Process Enhancement
  • Experience collaborating with executive teams and PE firms through due diligence processes
  • Collaborative workstyle with dedication to delivering real results

Commercial Scalability Readiness Assessment to Implementation Results:

Based on efficient assessment and analysis of ShoreTel’s commercial approach, channel partners and field future readiness, Next Step quickly developed and rolled out an enhanced sales model, process and enablement program to:

  • Enhance consistency, productivity and scalability of the Sales Process
  • Realign and increase synergy across the organizational structure and roles
  • Develop product-sales field and channel personnel’s skills in business solution selling to become trusted business advisors offering integrated services
  • Transform sales and delivery process to a services mindset to integrate and leverage cloud
  • Track, measure and continually enhance sales productivity results and team skills through use of analytics, digital tools and business processes
  • Facilitate learning and integrate coaching process within management team

Solutions Provided by Next Step:

To address ShoreTel’s needs from strategy definition through implementation to enhance acquisition value, Next Step’s team:

  • Developed detailed go-to-market plan for scalable sales model to enhance revenue and productivity
  • Refined and aligned business processes tools and platform, including compensation, partner program, SalesForce CRM, PRM and deal registration system
  • Enhanced ShoreTel Partner Program and delivered global Sales Enablement Program to all employees and partners
  • Improved company-wide business processes, competencies, communication and alignment to best address current and future market needs
  • Collaborated with executive team and external financial, legal firms throughout due diligence and post-acquisition integration processes
  • Increase revenue from new higher value customers.
  • Improve sales productivity of field and partners by > 25%
  • Build and implement scalable commercial operations for recurring revenue growth