Poor sales due to outdated sales process
Blackbaud experienced flat bookings growth and consistently missed targets for three years. The entire sales process was cumbersome, resulting in low seller productivity and missed opportunities throughout the pipeline.
SBI helped Blackbaud turn things around by redesigning the organizational model. This balanced the workload, enabling and incentivizing sellers to pursue high-value accounts.
Software
Provider of software to help manage nonprofits, education institutions, and more.
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$1B+
Revenue
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3.2K+
Employees
The opportunities
- Needed clear segmentation, territories, and quotas
- Needed more detailed assessments on accounts
- Needed a unified seller playbook and a buyer-centric sales process
Results
28%
Higher seller productivityRelated capabilities / services involved
- Implement compensation plans