Application for Electronic Signatures
Target market identification, validation and alignment. Sales organization and operations required redesign.
Results & Accomplishments
- Validated model by selling into target verticals
- Optimized pricing and value proposition
- Successfully re-engineered Sales and Marketing organizations
- Hired, educated, and trained inside sales team
- Took sales team from 2 to 16 over engagement
- Took revenues from <$1m to >$19m in 36 months
Testimonial: Court Lorenzini (DocuSign's first CEO)
- Identify target verticals
- Define Go-to-Market strategy
- Create initial inside sales organization, processes, and team
- Build Account Management team
- Engage with new clients, close accounts, accelerate revenues
- Develop metrics to manage and monitor sales performance
- Develop Forecasting and Compensation Models
Increased "signature events" from 1mm to 18.7mm in two years.
700% Sales increase during same period.
“DocuSign’s revenue grew dramatically while working with Altus Alliance to re-engineer our sales model. They improved sales by creating both Inside Sales and Account Management functions and including sales methodologies that can be consistently executed and measured.”
Court Lorenzini, Co-Founder & CEO, DocuSign