Estimated revenue uplift

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.

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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


The opportunities

  • Customer success strategies were not executed upon to drive bookings
  • Sales reps were not aligned on adoption of effective behaviors and tools



Increase in annual bookings

Related capabilities / services involved

  • Hunter/Farmer Modelling
  • Account Segmentation