A private equity-backed martech business had started to scale globally but was failing to meet its forecasts. As we engaged with the issue, we identified a lack of business development representatives and a breakdown within the marketing/sales workflow. This resulted in a backlog of 18,000 leads stuck in the system — leads that were not being nurtured or progressed.
We worked with the business to review the CRM workflow and implemented a series of KPIs to ensure that leads were promptly actioned and converted to opportunities.
A private equity-backed company was selling hardware, software and services relevant to airports, airlines and border control agencies. There was no ideal customer profile, so the sales teams were targeting prospects haphazardly — and were also responsible for generating their own leads, closing business, collecting cash, service delivery and project management. The approach was neither scalable nor efficient.
We were tasked with building a GTM strategy, ideal customer profile and governance matrix, as well as refining the sales playbook to ensure that the company would deliver growth as expected by the PE fund.
Attain sustainable growth by nurturing and retaining customers. We offer expertise in proactive customer success management, retention strategy design, impactful proposition optimisation (including personalisation), and effective cross/upsell optimisation to help you maximise CLV.
Optimise pricing for sustainable, profitable growth, enabling your business to navigate market and economic turbulence. We structure value-based pricing, dynamic pricing, targeted price increase management, and margin optimisation, helping you improve profitability and efficiency.
Achieve transformative growth with effective leadership and a growth mindset culture. We assist you in building high-performing go-to-market (GTM) teams through enablement, coaching, retention strategies, performance/sales incentive management and governance/processes design.