Case Studies

InterDigital

Engagement Details & Objectives:

  • Define the best application for raw cell sensor platform
  • Research from wide (20+) vertical options and target best
  • Drive MDB process over 4 months to select best application
  • Develop initial GTM tools and strategy
Results & Accomplishments:

  • Evaluated > 20 market opportunities. #1 ad targeting for mobile and the remaining top 5 targets stack ranked
  • Data from over 40 market interviews
  • Recommendations drove:
  • Hiring new GM and spinout co. created
  • Related company found and acquired to accelerate GTM
  • Developed branding around Buyer State to help differentiate and describe the new offering

Docusign

Engagement Details & Objectives:

  • Identify target verticals
  • Define Go-to-Market strategy
  • Create initial inside sales content, processes and team
  • Engage with new clients/close accounts
  • Develop metrics to manage and monitor sales performance
Results & Accomplishments:

  • Validated model by selling into target verticals
  • Optimized pricing and value proposition
  • Hired, educated, and trained inside sales team
  • Took sales team from 2 to 16 over engagement
  • Took revenues from <$1m to >$4m in 18 months
  • Raised over $450m in investment to date

CallVision

Engagement Details & Objectives:

  • Defined Go-to-Market strategy
  • Engaged with new clients/close accounts
  • Aided in broadening the target market
  • Enhanced education and efficiency of sales team
  • Developed metrics to manage and monitor sales performance
Results & Accomplishments:

  • Built MDR and AE sales model, team and infrastructure
  • Hired and trained sales team
  • Guided through M&A process and ultimately, sale of company
  • 12.2X return on fees paid

marketleader

Engagement Details & Objectives:

  • Define Go-to-Market strategy
  • Engage with new clients/close accounts
  • Improve sales team performance in the broker industry
  • Development of metrics to train a manage new salesmen
Results & Accomplishments:

  • Built MDR and AE sales model, team and infrastructure
  • Hired and trained sales team
  • Successfully established clients in new target vertical
  • 15.8X ROI on fees paid

Variety

Engagement Details & Objectives:

  • Identify new revenues sources for the media company challenged by online competitors and free content
  • Work with digital sales team to improve performance
  • Develop new business model and product plan to drive new revenues.
Results & Accomplishments:

  • Confirmed the entertainment industries need for data offering with movie and TV information
  • Developed the product and Go-To-Market Strategy
  • Accelerated the execution and product plan with an acquisition
  • Drove all new revenues on the new model and platform
  • Currently the most profitable and fastest growing division of Reed Elsevier

Others Online

Engagement Details & Objectives:

  • Develop top vertical strategy and HOT profile
  • Develop the Go-To-Market strategy for selected targets
  • Develop the product packaging and pricing
  • Identify and close several key accounts in target accounts.
Results & Accomplishments:

  • Closed initial customers on the new offering
  • Took revenues from $0 to $2m from initial customers acquired
  • Found and developed customer and partnership with The Rubicon Project that ultimately acquired the company and trigging their IPO in March 2014

Screenplay

Engagement Details & Objectives:

  • Define Go To Market strategy for new online division
  • Define both Studio and Publisher HOT profiles
  • Develop product packaging and pricing
  • Engage with new clients/close accounts
  • Implement new sales process
Results & Accomplishments:

  • Successfully initiated sales with 200+ publisher clients
  • Developed and closed 6 leading studio clients
  • Grew revenues from new division to over $5m run rate
  • >3X ROI

Metajure

Engagement Details & Objectives:

  • Define Go-to-Market strategy
  • Engage with new clients/close accounts
  • Improve sales team performance
  • Implement improved sales process
  • Development of metrics to manage and monitor sales performance
Results & Accomplishments:

  • Built MDR and AE sales model, team and infrastructure
  • Hired and trained sales team
  • Closed initial 20 customers
  • 2.2X ROI

Conenza

Engagement Details & Objectives:

  • Validate proposition and business model through initial sales
  • Define Go-to-Market strategy
  • Engage with new clients/close accounts
  • Implement sales process
Results & Accomplishments:

  • Made initial sale to Accenture
  • Closed more sales with Microsoft, Genentech & Goldman Sachs
  • Instituted initial sales process
  • 12.5X ROI

mojix2

Engagement Details & Objectives:

  • Define Go-to-Market strategy
  • Engage with new clients/close accounts
  • Find and educate a productive sales team
Results & Accomplishments:

  • Built MDR and AE sales model, team and infrastructure
  • Hired and trained entire sales team
  • Successfully established clients in aerospace, R&D, and manufacturing
  • 9.6X ROI

mixpo

Engagement Details & Objectives:

  • Define Go-to-Market strategy
  • Design and execute the sales process with new target and new offering type
  • Confirmation that market exists through sales traction
  • Define and execute a demand creation campaign
  • Development of metrics to manage and monitor sales performance
Results & Accomplishments:

  • Built a million dollar pipeline of new opportunities
  • Confirmed value of inside sales model
  • Closed 3 deals yielding $100k in revenue
  • 8X ROI

 

Translational Software

Engagement Details & Objectives:

  • Defined Go-to-Market strategy
  • Developed entire business plan
  • Determined best target vertical(s)
  • Validated product and proposition through sales traction
  • Created and built sales team and sales process 
Results & Accomplishments:

  • Successfully established the best vertical to target
  • Landed first 5 customers
  • Confirmed value of an inside sales model
  • 16X ROI on fees paid

bigdoor

Engagement Details & Objectives:

  • Define Go-to-Market strategy
  • Engage with new clients/close accounts
  • Based on target market, develop prospects in the pipeline
  • Implement improved sales process
  • Mentor sales team to insure smooth transition and ensure consistent message from sales team
Results & Accomplishments:

  • Evaluated and restructured CRM sales process
  • Expanded pipeline with over $1mm in qualified business
  • Closed Univision as their second largest customer in HOT vertical
  • 2.9X ROI on fees paid

pathable

Engagement Details & Objectives:

  • Develop top vertical and HOT profile
  • Define Go-to-Market strategy for Meetings and Events Industry
  • Develop the product packaging and pricing
  • Develop channel strategy and program
  • Engage with new clients/close accounts
Results & Accomplishments:

  • Developed product lunch materials and campaign
  • Closed 20 accounts, including 3 industry leading resellers
  • 9.6X ROI

Adready

Engagement Details & Objectives:

  • Brought in by BOD to improve underperforming sales team and recommend sales efficiencies
Results & Accomplishments:

  • Expanded to 8 Month engagement that improved pipeline, momentum and closing metrics
  • Determined a vertical focus into Airlines, Sports & Enter., Gaming higher yields
  • Built up inside team to focus on 3 verticals
  • Fixed broken compensation models (performance vs fixed)
  • Developed Vertical sales and marketing collateral to improve sales

gotime

Engagement Details & Objectives:

  • Define Go-to-Market strategy
  • Engage with new clients/close accounts
  • Improve sales performance
  • Implement improved sales process
Results & Accomplishments:

  • Source the prospects and contact information matching the HOT profile
  • Engaged with over 20% of the target prospects
  • Closed initial 5 deals to drive revenue on new model
  • Initiated partnership and M&A interest to InfoGroup which led to acquisition
  • 3x ROI from sales

Exo Labs

Engagement Details & Objectives:

  • Define Go-to-Market strategy
  • Build and define pipeline of potential customers
  • Improve sales team performance
  • Implement improved sales process
  • Development of metrics to manage and monitor sales performance
Results & Accomplishments:

  • Drove to a tiered sales model (Online, Phone, High Touch)
  • Instilled tracking and follow up discipline for opportunities
  • Initiated international sales
  • Achieved sales goals for 4Q13 and 1Q14

FireAPPS

Engagement Details & Objectives:

  • Accelerate top line revenue growth
  • Improve efficiency of sales process in a complicated sales cycle
Results & Accomplishments:

  • Successfully established new processes in sales organization
  • Updated organizational structure of sales process

Onvia

Engagement Details & Objectives:

  • Draft and solidify business plan
  • Define Go-to-Market strategy
  • Validate product through sales process
  • Implement improved sales team
Results & Accomplishments:

  • Successfully created entire business plan
  • Closed initial 20 customers
  • Guided company to successful IPO of $82/share

Sesame

Engagement Details & Objectives:

  • Improve underperforming sales team – 8 field reps in home offices
  • Engage with new clients/close accounts to close and understand buyer perspective
  • Enhance education and efficiency of sales team
  • Development of metrics to manage and monitor sales performance
Results & Accomplishments:

  • Assessment was the 8 field reps were over-paid and underperforming
  • Transitioned to pure inside model with MDR and AE sales model, team and infrastructure
  • Hired, trained and implemented efficient sales process a new sales team
  • Drove revenues from $5m to $17m in 2 years

Zebra Imaging

Engagement Details & Objectives:

  • Define Go-to-Market strategy
  • Engage with new clients/close accounts
  • Aid in broadening the target market
  • Enhance education and efficiency of sales team
  • Development of metrics to manage and monitor sales performance
Results & Accomplishments:

  • Built MDR and AE sales model, team and infrastructure
  • Successfully determined the most profitable vertical to target
  • Trained and educated a new sales team
  • 19X ROI