A $200M Marketing Technology company was starting to lose market share to two up-and-coming competitors. Its growth had plateaued, investors, employees and the leadership team were frustrated and starting to churn at an alarming rate.
On-boarded two additional sources or market, client and prospect data and integrated them with the CRM. Created a more well-defined, multi-variable ideal customer profile by major product category, integrated with the CRM and drove compliance against all prospects and clients. Designed and implemented a stronger sales process with well-defined steps and stages. Improved the roles, cadence and deliverables of the sales operations team.