The Organization for Roadmap Sales & Marketing

a Case of Company X

Abstract

Roadmap sales & marketing is medium- to long- term solution sales & marketing conducted by teams. Compared to one-off sales & marketing , the sales scale will be dozens of times. As a result, Company X changed its sales & marketing strategy from improving the efficiency of one-time sales to roadmap sales& marketing, but the sales organization could not adapt immediately. Nevertheless, Company X adapted its sales organization through trial and error, and as a result achieved a dramatic increase in sales. This paper analyzes these efforts and presents them as three standardization and one course correction mechanisms. At first glance, this case seems to be a case of organizational sales & marketing being superior to individual sales & marketing, but in fact, the key was to switch to a superior strategy, and the organization succeeded in adapting to it later.