VP of Emerging Industry Segments and Channels demonstrates how to ensure you have the right sales strategy and talent to enter new markets.


Joining us on SBI TV is Walt Megura, the Vice President of Emerging Industry Segments and Channels for Ericcson, one of the leading providers of Information and Communication Technology (ICT) to service providers, with about 40% of the world’s mobile traffic carried through their networks. 


Walt is here to share his experience in creating new beachheads in verticals that provide future long-term growth to Ericsson.


In today’s show we’re going to demonstrate how to ensure you have the right sales strategy and talent to enter new markets. 


Below is a timestamped summary of the show segments and the topics covered.


Segment 1: Ensuring You Have the Right Strategy and Talent to Enter New Markets


Skip to minute 4:20 to listen to how Walt assessed his strategy for diving into new markets:


What we started to look at was the notion of the internet of things and how to help enable connectivity to other  industries. We started looking at adjacent industries where communication infrastucture could be readily leveraged in the transformation of their businesses…”


Segment 2: Talent Assessment 


Skip to minute 10:55 to watch Walt discuss his strategy for assessing the talent needs for their new target markets:


“Because we have long, historical relationships with our customers, we tend to have more of a farmer mentality versus a hunter mentality. So, when I started looking at moving into new markets, I needed to find a blend of folks that were technically astute but vertically oriented and know the language to help take our message into our new accounts…” 


 Segment 3: Targeting Different Markets


Skip to minute 20:56 to hear Walt :


 “It was a combination of data gathered on the size of the accounts and combined with the background of the individual who was working in that area. That was how we got ahead of our competitors…” 


If you want to learn more from what Walt discussed today, you don’t have to go it alone. Enlist the help of our team of experts here at SBI. We know product launch. 


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Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.


Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.


Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.



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