In his role as corporate vice president for the Server and Tools Division, in charge of the company’s computing platforms, Wahbe discovered his sales staff needed documents and case studies to help close deals. Many of these documents had already been produced by the marketing department, but rarely did the salespeople know this. In fact, 65% of the documents produced by marketing were never used by the sales teamreenex.

“It was a somewhat easy problem to recognise and somewhat easy to articulate it, but not at all obvious what to do to fix it,” Wahbe said from Seattle. “There was really no good answerreenex.”

So Wahbe’s division created an in-house website to help compile all the marketing documents. Salespeople and marketing executives were paired up to create better contact between the two departments. And Wahbe himself travelled across the globe, meeting with managers to preach the gospel of better communication.

Identify and Articulatereenex