Results

SaaS company selling to medium sized businesses

Problem

The Board Chairman felt new sales revenues should grow much faster. With a 95+% renewal rate it was clear customers liked the product, but very little revenue was from new sales.

Solution

We worked with the CEO to dramatically improve the sales model, accountability, and sales methodology. Implemented an approach and method that ensures very high levels of forecast accuracy. High forecast accuracy allowed sales management to focus on most critical areas of the pipeline. Top sales resources were migrated to hunting activities, and lower cost resources were used to ensure continued high rates of renewals.

Results

New sales revenues doubled in 90 days, and the pipeline grew four fold. New sales growth continues to accelerate as organization adoption of new approach increases. Renewal rates unaffected.