High-Tech & Software Companies

Sibson has provided services for the high-tech and software industries for decades, developing proven approaches and tools that help marketing and sales organizations across this industry dramatically improve performance. We have the capability to develop and implement data management processes that consolidate data feeds from multiple systems into tools that respond to your needs. We also use the latest technology to facilitate the analysis and design through tools such as web-based interactive team forums.

Sibson Consulting Understands the Issues You Face

Sibson's extensive experience in the high-tech and software marketplace means that we know a variety of proven and successful solutions and approaches to the common issues and problems facing these organizations. However, we also know that every company is unique, and we invest the time to understand your organization's unique needs and issues.

Sibson can help with challenges including:

  • Creating pay for performance compensation plans
  • Bringing in the right talent
  • Quota-setting and allocation for new products
  • Developing the right sales coverage models
  • Increasing productivity of the sales force and improving the cost effectiveness of their selling efforts
  • Organizing the sales force around market opportunity
  • Sales force governance

How Sibson Can Help

Sibson’s collaborative consulting approach allows us to provide solutions to the unique challenges that high-tech and software companies face. Through our work with many of the leading growth companies across this industry, we can offer benchmarks and best practices for a range of situations.

Sibson can offer clients:

  • A regularly updated benchmarking survey
  • High-tech and software forums and roundtable meetings
  • Whitepaper and briefing reports

Services we provide include:

  • Customer segmentation and targeting
  • Channel selection and management
  • Sales and service role definition
  • Sales and service organization structure
  • Sales compensation and performance management

We maintain an ongoing commitment to creating and updating a robust database of compensation data and strategic information. Our experience in telecom, high tech and software companies’ products and services allows Sibson to provide the most up-to-date information on governance, administrative policy metrics, compensation mechanics, pay benchmarking and best-in-class sales compensation and sales strategy.

Sibson Forum Series

Industry and market intelligence are critical to supplementing the buying process and sales process analysis. Sibson invests in conducting industry-specific research and surveys that cover pertinent sales and marketing effectiveness issues.

Sibson Consulting also hosts the Sibson Forum Series that provides a regular roundtable setting for leading companies in their industries to share ideas and debate issues critical to their sales success. The Sibson Forum Series includes:

  • High Tech Sales Compensation Forum
  • Semiconductor Forum
  • Indirect Channels Best Practices Forum
  • Pharma Forum: Sales Effectiveness Best Practices

By combining our industry-specific knowledge base with our sales effectiveness methodologies, we work with companies to develop sales processes that respond to the needs of target segments, align with strategy, and can be differentiated from industry competitors.