The problem

Seller territory assignments assumed diversified coverage improved performance. No one had tested it. The CFO and CRO were allocating resources against inherited logic, not evidence.

What I did

Ran the analysis that disproved the assumption. Sellers aligned to a single industry significantly outperformed peer-benchmarked counterparts. The finding was consistent enough across segments that it drove a redesign of the sales motion, not just a recommendation. Worked directly with the CFO and CRO organizations to deploy the model and execute the resegmentation.

Outcome