Home Our Clients and Our Work Case Studies Case Studies Publishing Client Situation For the past three years, our client had been losing market share position in its’ strongest products Sales rep productivity was the lowest among competitors, and varied significantly by rep Overall industry experiencing flat-to-moderate growth Parthenon Action Developed detailed market fact-base: Limited market data necessitated team to perform in-depth analysis to calculate the size of the current and projected market by subject area Determined product-level market share for overall company and for individual sales reps Identified underperforming sales reps, with performance adjusted for territory size and tenure in industry and with company Created a blueprint for the sales organization: Determined optimal territory size and number of sales reps required to achieve maximum market share Developed market intelligence program to improve lead generation Result Achieved 20% revenue growth in Year One On track to achieve 5.5 percentage point increase in market share

Learn more about The Parthenon Group's Advisory Services. I think the working relationship is very strong. The team is incredibly responsive to our needs. We definitely have the feeling that if we need something it gets done. Responsiveness is the key. We feel like we've got a consultant that's completely dedicated to us. That's the strongest thing I could say. Director of Strategic Planning, Educational Services Company

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