Background and Challenge

The European headquarters of a global technology conglomerate engaged L.E.K. to explore the effectiveness of its EMEA sales force, by creating a cost-to-serve tool.

Approach and Recommendations

Our overall objective was to provide an understanding of the EMEA headcount costs incurred to support sales generation, on a geographic and a go-to-market motion basis, through the development of a cost-to-serve tool


We provided the client with an analysis tool that can update with more recent data as it becomes available; the tool allows the client to track key metrics of the EMEA cost to serve and ensure that their sales and marketing strategy is focusing on the most profitable markets and GTM motions.

We also provided a user manual which describes the structure of the input builder and cost allocation models and explains in detail how to update input raw data and user-defined allocation assumptions.