IBM Japan

Sales Enablement & Behavior Change

When Martin Jetter became CEO of IBM Japan in 2012, he introduced a transformation agenda to turn the struggling organization into a market leader. 

Critical to this transformation was modernizing the sales division, through new ways of thinking, new behaviors and new tools that would shift the organization from transactional selling to consultative selling. SYP was engaged as a thought partner in this multi-year transformation, and as part of it, created immersive experiences and a digital tool launched to 5000+ sellers in Japan, iterated and eventually rolled out companywide. 

Two years into Martin’s tenure, IBM Japan posted its first revenue growth in twelve years, followed by eight quarters of consecutive growth.