Success Stories

Corporate Dynamics Solutions are Proven Processes that Produce Measurable Results and Real Success Stories

Here is a sampling of several case studies illustrating the quantifiable successes our customers have accomplished as a result of partnering with us.

 

Neophotonics

Industry

Semiconductor - Communications

Initiative

Up-leveling the global sales and customer service force

Business Challenge

As told by Edward Hudson, Senior Director Human Resources & Organizational Development.."Our Global Sales SVP was the requestor / executive sponsor for this effort.  One hurdle was that while he is steeped in high tech sales experience, he has no recent experience with up-leveling the global sales and customer service force – i.e., figuring out what to do and how to do it.  He’s just done it the way he’s done it for a decade or more.  So he wasn’t quite sure how to approach this problem or what he should be looking for in a vendor / partner. 
 
The challenge was huge. The objective was to get the senior management of the organization aligned, a program outlined, materials developed, and the course delivered at the global sales meeting an exotic locale half a world away and to do all of this with about 3 months of runway.  The sales org had done some benchmarking work with CEB, which gave management quite a lot to consider.  Figuring out how to get from here to there can paralyze some organizations.
 
Another significant hurdle was the confidence factor – without direct personal experience with a vendor, how can you be completely sure that you’ll get what you were hoping to, and that all participants would appreciate and learn from the experience?  Certainly there are many options available to consider.
 
Cost is always a factor.  Qualifications and experience are critical.  And perhaps often underestimated is ‘fit” – that subjective, hard to quantify sense that the vendor will mesh with the organization, with the personalities of the participant group.  You want to know that whoever is leading the training ‘gets the feel’ of the audience, that they pick up on unspoken cues, and are sensitive to what’s working and what’s not.  Clearly we had a number of gates to navigate in order to achieve success with this program."

Motorola Land Mobile Products

Industry

Telecommunications

Initiative

Dealer Training / Channel Development

Business Challenge

In the early 90’s, Motorola 2-Way was searching for a way to help their 2-Way Dealer Channel to grow. The channel was comprised of approximately 1,000 dealers nationwide. Dealers were set up to service and sell Motorola 2-Way Radio Systems.

Technology was changing so that the Dealers could no longer rely solely on the revenue made from being strictly a service shop. Dealers now had to also sell Motorola 2-Way products as well as service them to make ends meet. Many of the dealers were having difficulty making the transition to the point where it was make or break for them.