Driving efficacy and efficiency
The company needed to shift to SaaS as their key growth lever, but past investments did not change rep behavior significantly. Recommended sales motions were also inconsistently enforced by different leaders.
SBI collaborated closely with the company to develop measures to drive efficacy first, and efficiency second.
Tech Services
SaaS, cloud and self-hosted services
-
$850M
Revenue
The opportunities
- Customer success strategies were not executed upon to drive bookings
- Sales reps were not aligned on adoption of effective behaviors and tools
Results
20%
Increase in annual bookingsRelated capabilities / services involved
- Hunter/Farmer Modelling
- Account Segmentation