Mapping the Path to $5 Billion

Mapping the Path to $5 Billion: GlobalLogic Standardizes Sales & Featured Offering

Services

Pitch Deck, Copywriting, Sales Mapping, Graphic Design

Client

GlobalLogic

Year

2025, 2026

A fractured sales process was costing GlobalLogic pipeline visibility, Salesforce adoption, and scalable growth. In addition, sales teams were struggling to position one of their featured products. Richter designed a new sales map, sales deck and video training package.

GlobalLogic is a leading digital engineering services firm operating at roughly $2 billion in annual revenue with aggressive targets to reach $5 billion. To close that gap, leadership identified a sales process that was inconsistent across business units, difficult to learn, and nearly impossible to enforce. Top products like their innovative VelocityAI offering was not yielding sales commensurate to its enormous value.

Richter partnered with GlobalLogic to document, simplify, and communicate their end-to-end sales process — delivering a comprehensive visual sales process map, an in-depth VelocityAI sales deck with training, a full suite of training videos, and a flagship launch video introducing the new sales process program, directly from executive leadership.

The Challenge

GlobalLogic's sales organization was operating without a shared foundation. Each business units had developed individual approaches - creating a patchwork of habits that varied by team, region, and tenure. While an official sales process existed, it was hard to navigate and even harder to train. Too often the sales team defaulted to whatever worked for them individually.
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As a result, items like GlobalLogic’s revolutionary VelocityAI product was experiencing slow growth. Despite its untapped potential, the sales team was struggling to explain its value in a meaningful and beneficial manner.

The downstream effect on Salesforce was severe.

Because the process wasn't standardized, CRM steps weren't completed consistently, contributing to data loss. And without clean data, executives lacked the pipeline visibility needed to make informed decisions, forecast accurately, or identify where deals were breaking down. For a company targeting $5 billion in sales, this was simply unsustainable.

The Solution

Richter conducted a deep-dive analysis of GlobalLogic's existing sales process and developed a highly detailed sales process map — clearly defining each key stage, specific actions required, and accountable roles. The map was both comprehensive and easy to decipher; something a new rep could understand, and a seasoned seller could reference to remain in alignment.
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Working collaboratively with subject matter experts, Richter diagnosed the key challenges VelocityAI helped customers overcome and created an engaging sales deck to aid sales. This included the ability for the sales team to seamlessly jump from section to section based on the client’s feedback to a certain need – providing sales with the flexibility to maximize each interaction and showcase the product’s immense value.

To drive adoption of the revised sales process

Richter produced a series of training videos that walked viewers through the process stage by stage — explaining not just what to do, but why each step matters and how it connects to the larger objective.

Finally, Richter executed a live-shoot executive interview video that introduced DRIVE to the sales team, lending credibility from leadership to quantify the importance of the initiative.

The Result

GlobalLogic’s sales team now possesses a single, authoritative source of truth for how their sales process works — one that's visual, video-supported, and executive-backed. The DRIVE program gives sales leadership a framework they can train against, enforce consistently, and evolve as their business grows.

Utilizing the VelocityAI deck, the sales team now has a vehicle for discussing its capabilities and benefits with customers. In fact each CTO has adapted the master deck to create singular versions tailored to their unique vertical targets – delivering previously unattainable success.

With a standardized process driving cleaner Salesforce usage, an effective tool for pitching VelocityAI, and comprehensive sales training GlobalLogic is positioned to achieve and exceed leadership’s $5 billion ambition with confidence.

We'd love to set up a call with you to walk you through our end-to-end strategy.