This white paper summarizes one
sales team’s Scrum transition.
The company reviewed is one of the largest GSM operators in Middle East and East Europe region.
With over 2000 employees, they provide innovative value added services to over 8 million
The company focused on revenue growth while keeping the EBITDA and EBIT at certain levels for its
competency in the market. Those highly challenging objectives and financial goals pushed the sales
department to segment its sales channels, especially the enterprise channel according to the
revenue potential of the customers.
Consequently a new sales channel called the Large Enterprise
founded in order to boost the mid segment of the enterprise sales.
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