Driving full-suite adoption
The company was having trouble selling customers their full suite of solutions, but misalignment on the target persona and poor pipeline management presents new challenges for leadership.
Together with SBI, the company performed assessments of the client’s Go-to-Market (GTM) model, forming directions for four key improvement areas.
Software
Cloud property management suite
-
$1.8B
Revenue
The opportunities
- Customer buying process was unclear, involving multiple personas at each stage
- Pipeline forecasting and management was not formalized
Results
40+
New pipeline opportunities valued over $500kRelated capabilities / services involved
- Account Segmentation
- Sales Process Redesign