Problem: Client was struggling to understand how to calculate their Marketing ROI across the customer buying cycle and how they should be tracking opportunities and attributing revenue to sales and marketing

Solution: Switched from a contact-level qualification method to a customer (company) level qualification. Client was able to streamline sales processes and accurately track marketing success by understanding the real value of each lead and how to allocate sales resources correctly.

Result: 33% increase in lead quality within 9 months.

Problem: Client did not understand why their YOY growth was slowing down and did not know what its ideal customer profile was

Solution: Identified that over 60% of the market had already purchased from our client and that their brand awareness was much lower among their winnable market than they thought.

Result: Client began aggressively pursuing a cross-sell/upsell strategy with existing customers rather than focusing solely on new logos

Problem: Client was experiencing stagnated growth and did not know the customer segments it should be targeting with its sales and marketing efforts

Solution: Identified the industry verticals and company revenue sizes most likely to spend money with our client over the next 2 years, resulting in a shift from large enterprises to mid-market companies that were growing at a faster rate and spending money more frequently.

Problem: Client was selling in a complex, multi stakeholder ecosystem and
was unclear on the best go to market strategy to reach its ideal customer base.

Solution: Identified how each stakeholder & channel partner influenced the purchase decision and identified that their winnable customers were not fenced geographically, but rather had a distinct buying profile and
relationship to channel partners in the sales process

Result: Switched from a geographical resource allocation to a winnable - customer resource allocation, leading to 20% cost savings within 4 months.