Wachter Strategy

Growth · Sales · Profitability

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Mark Wachter

About Mark Wachter

I am an independent business strategy advisor and former ​Accenture executive. Through my long career, I’ve helped more than 150 of the world’s leading sales organizations develop and implement strategies to grow revenue, improve sales effectiveness, and execute large-scale sales transformations. I have led a 50 person sales & channel strategy practice at Accenture and directed complex engagements ranging from rapid strategic assessments to large scale, multi-year, sales transformation programs.

Functional and Industry Expertise

Functional Expertise

  • Corporate Growth Strategy
  • Sales & Channel Effectiviness
  • Sales Incentives
  • Sales Coverage & Quotas
  • Channel Programs
  • Sales Talent
  • Sales Analytics & AI
  • Sales & Channel Technology

Industry Experience

  • High Tech
  • Communications
  • Insurance
  • Banking
  • Capital Markets
  • Health Care
  • Retail
  • Manufacturing

Client Objectives & Results

Typical Client Objectives

  • You need to drive sales growth, capture market share and improve win rates.
  • You are under pressure to reduce selling costs without sacrificing sales performance.
  • Your company’s offerings are evolving, and you need to improve your approach for selling increasingly complex solutions and services.
  • You need to retain your top sellers and improve the overall performance of your sales team and channel partners.
  • Your investments in CRM, analytics and sales tools are not translating into improved sales results.
  • You must bring together sales teams and channel partners due to a merger or acquisition without disruption or missing targets.
  • Your organization requires access to deep sales transformation experience and expertise… but doesn’t have the need for a large-scale consulting engagement and/or want to develop the skills internally.

Select Engagement Results

  • High-Tech Manufacturer: Developed channel strategy for a computer manufacturer to grow recuring as-a-service revenues by 500%.
  • High-Tech Manufacturer: Led the strategy and transformation of a high-tech channel organization to grow its margins by $250M annually.
  • Enterprise Software Company: Advised on strategy to double revenue while simultaneously growing recurring revenue from 25% to 75%.
  • Cloud Computing Company: Developed incentive strategies for driving cloud sales, reducing channel conflict, improving retention, and growing high performance sales teams.
  • National Health Insurer: Improved annual profitability by 10% through more competitive and strategically aligned sales incentives.
  • Global Bank: Simplified commission plans without compromising strategic alignment; developed operating model, business case, and transformation roadmap for incentive compensation shared service to reduce risk, eliminate overpayments, increase service levels and reduce operating costs.
  • Regional Health Care Provider: Assisted CEO and leadership team develop and execute sales & growth strategy to double Home Health revenues.
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