Public Cloud Service Provider Company uses revlogic to build sustainable YoY growth.

The Company:

1000 employees, $500M ARR

Mission: Help developers, startups, and small & medium-sized businesses (SMBs) rapidly build, deploy, and scale applications to accelerate innovation.

Their Scenario:
  • To continue YoY revenue growth, sellers needed to boost Pipeline Coverage to increase visible opportunities
  • Needed to increase response rates from outbound pipeline generation (PG), and advance insights and personalization through Product Led Growth (PLG)
  • Training, onboarding content, and resources focused on products and features only
Challenges Overcome:
  • Lack quality onboarding content, playbooks, and BDR training
  • Training did not align to buyer pain or business initiatives
  • LMS was not robust
  • Low CLV (Customer Lifetime Value) score
Solutions Found:
  • Implemented our unique PG Boost program to foster an ongoing culture of PG
  • Provided training & toolkits for proper prep, discovery, and aligning to what buyers care about
  • Delivered Product Led Growth (PLG) training
  • Built custom Sales Plays leveraging product insights
  • Implemented Buyer Engagement platform for custom PG and higher response rates
Results:
  • Increased response rates through personalized PG
  • Increased New Business Meetings that led to new paths of revenue 
  • Increased conversion rates from understanding buyer personas and pain

Cloud Security Company must increase RAMP time and Sales Productivity to support Sales Team growth.

The Company:

4000 employees, 1B ARR

Mission: Provide a consolidated best-in-class security platform to reduce data breaches and connect users to applications with fast, secure connections.

Their Scenario:
  • In order to continue a pace of hyper growth, they needed to increase ASP, reduce average time to close, and reduce seller ramp time.
  • Training, onboarding content, and resources focused on products and features only
Challenges Overcome:
  • Sales teams were ill equipped to sell the total value of the solution, causing very low deal size despite high product demand
  • Lack of proper discovery & qualification led to lengthy sales cycles with prospects who were not buyers
  • Lengthy 1+ year time to quota and very low sales productivity
Solutions Found:
  • Established MEDDIC methodology and a value-based sales process with templates and target metrics, 
  • Developed a value framework around use cases, personas, buyer pain, implication, solutions, differentiation and customer proof points
  • Delivered comprehensive leadership training covering principles of recruiting, retaining, and revenue
  • Implemented new 90-day onboarding program
  • Launched value assessment services to support the value-based sales process
Results:
  • Increased average sales price (ASP) by 3x
  • Reduced ramp time by 50%
  • Improved sales productivity by 30%
  • Significantly increased win rate and deal size

Document Processing Company must rebuild Sales during macro-economic challenges.

The Company:

Leading automation software provider 

Mission: Harness the power of Artificial Intelligence to automate end to end business processes, providing accurate, actionable data where it’s needed most.

Their Scenario:
  • In a post-pandemic climate of financial cutbacks, layoffs, and rebuilding, they needed to increase revenue with a skeleton sales team
Challenges Overcome:
  • Overlooked sales process was unsuccessful and executed inconsistently
  • High customer churn
  • Low productivity across sales team
  • Loss rate was +55%
  • Low pipeline coverage
Solutions Found:
  • Introduced a new value-based sales process
  • Integrated MEDDICC into the sales process including templates and training
  • Implemented our unique PG Boost program with PG Playbooks and competitions for Reps and BDRs
  • Infused value-based sales process and PG best practice training into onboarding program
Results:
  • Achieved quarterly revenue goals with ~60% fewer sales reps
  • Increased pipeline coverage and visible opportunities through focused PG programs
  • Significantly increased win rate by following MEDDICC and focusing on winning use cases