Issues You Face

The breadth and depth of our consulting offerings have evolved over the last 20 years to enable ZS to most effectively address our clients' issues. Some of the issues our clients frequently raise with us include:

  • How can I successfully partner with another company to launch a product?

    Partnering with other companies for greater product launch success is increasingly common, but setting up a win-win situation for both partners requires careful structuring and management of the relationship. Different (sometimes conflicting) and evolving business interests and priorities create an inherent tension within this cooperative affiliation. ZS has helped clients of all sizes to decide whether a partnership approach is right for them, to identify best-fit potential partners, to structure partnership agreements appropriately, and to manage the partnership for mutual benefit over time.

  • How can I increase customer loyalty and retention?

    Customer loyalty and retention is at the heart of business success; it is a significant challenge to determine how to achieve it. Doing so requires an intimate understanding of customers, their true motivations, and the buying processes that they utilize. ZS has successfully supported many companies as they change how they interact with customers, ultimately achieving greater customer loyalty and improved sales results.

  • How can I enhance the effectiveness of our sales force?

    The quest for greater effectiveness can lead an organization down fruitful paths, but it can also result in dead-ends. ZS has helped many companies quickly and efficiently isolate the gaps in their strategy and/or execution that negatively impact performance. We work collaboratively with our clients to determine the best plan of action and to help them accomplish the changes necessary to significantly enhance productivity.

  • How can I build or enhance existing sales and marketing decision support capabilities?

    Management requires a comprehensive decision support system to understand and respond to changing market conditions. ZS has successfully supported many organizations as they transformed their decision support and business intelligence infrastructure. We work with our clients to design, develop, and roll-out systems that accurately integrate large quantities of data from diverse sources and process this data so that sales and marketing managers get the necessary information to diagnosis the opportunities and challenges that impact their business.

  • How can I maximize the success of my new product or service launch?

    Launching a new product or service can positively transform your organization when done well, but it is a significant challenge to orchestrate and execute. The launch plan must encompass the many complexities of timing and organizational interdependencies and be flawlessly implemented in order to meet high expectations for financial success. ZS has helped small companies build their launch capability and helped large organizations execute global launches successfully.

  • How can I increase the cost-effectiveness of our sales and marketing operations?

    When revenue growth stalls, companies need to cut costs. In today’s highly competitive marketplace, this is not an uncommon situation. ZS has helped many companies selectively reduce operating expenditures, while maintaining or even improving the quality of their operations and service levels, by implementing tightly tuned processes for sales and marketing operations.

  • How can I integrate sales and marketing organizations post-merger?

    Creating a new sales and marketing organization during mergers is often a traumatic and defining event. ZS helps companies quickly realize benefits from the merger including cost savings, customer synergies, broader offerings, and best practices. We also help companies mitigate potential downsides such as loss of short-term focus, increased complexity within the sales and marketing organization, exodus of talent, or a weakened customer connection.

    ZS has successfully supported mergers and acquisitions at the local and global levels for some of the world’s largest companies, with an ability to help set the right direction while ensuring that the new sales and marketing organization will be working effectively on day one.