How Axway transformed its sales enablement practices for success during its greatest season of sweeping change.
The upfront challenges of shifting from a product-based to a subscription-based provider — in a formalized, cross-organizational, and profitably sustainable manner — was a catalyst for sweeping change at Axway.
Axway, a €300.0 million publicly-traded information technology organization with dual headquarters in Phoenix, Arizona, and Paris, France, embraced transformation before the company switched to a subscription-based solution. Leadership roles were disrupted. The solution packaging was shifting. The entire culture was ripe for positive change. Mereo helped Axway hone-in on a number of roadblocks it would face as it raced toward its goals, including its sales enablement strategies and practices. Through the action plan grounded in tighter partnership with each client, Axway revamped its go-to-market strategy, as well as aligned as an organization across geographies for immediate results that have only created momentum for future success.
