E-commerce, Web, Media
95%+ direct sales
The company’s platform enabled client websites to be inclusive, whilst generating insights that optimised content, traffic and revenue. The private equity backed business wanted to transition from a product to a customer-centric focus — and double its annual recurring revenue.
To deliver this, we:
- Transitioned the GTM plan and product to a value-based selling model (to help customers realise a greater ROI and in turn increase the average selling price);
- Delivered real-time visibility and collaboration across the business (from lead to cash); including people, process and technology (implemented Salesforce.com and Clari);
- Redefined GTM strategy and segmentation model (with an aligned sales incentive plan), focusing on businesses that were between $0.5bn to $2.0bn in annual revenues;
- Implemented sales enablement and methodologies (MEDDIC, BANT) to improve forecast accuracy;
- Re-built the GTM team to fit with the desired growth culture.
- Annual recurring revenue (ARR): $100m
- Increase in average selling price (ASP): 52% (Q1 2022)
- Hired account sales reps: 6 FTEs (24% of the team) in Q1 2022
- R2Q pipeline coverage: 4.5x (2.0x advance pipeline)