As most startups learn, many times too late, launching a sales team that can properly deliver to quota is usually an arduous process of failure, learning, and expense allocation that often results in multiple, cost-draining attempts to meet revenue objectives. Founding a startup is risky enough. The need to mitigate your risk by building out your sales with a sound strategy and a scalable, adaptable team? Your growth and success depend on it.
The world’s largest digital payment company went from using 1,500 servers to using 8 servers for all the work they needed to do using this company’s solutions, so value and product were never in question.
However, the departure of their Head of Sales left them dangerously close to becoming part of the 90% of startups that fail.
21.5% of startups fail in the first year, 30% in the second year, 50% in the fifth year, and 70% in their 10th year. – (Investopedia)
Determined to succeed, they turned to InsideOut to provide them with a strategy based on industry and persona analytics, insights and benchmarks, a top-of-market tech stack to support proper engagement, nurture, and conversion of all possible opportunities, with a plan of action that would work for them.
An Account Executive was paired with a starting team of five InsideOut Sales Innovation Leaders, and a WIN team that provided an ABM plan with strategic imperatives, mapping, a tech landscape, and A/B testing for the best points of entry into some of the worlds largest companies.
By incorporating these initiatives with innovative social selling, InsideOut Sales Innovation Leaders immersed themselves in the BuyerDNA’s target industries, not only finding success in the North American markets – but gaining attention and inbound engagement with APAC. This opened the door to not only additional geographical expansion, but success in the gaming industry, computer, and casino, where the market needs for real-time data are notably competitive.
With InsideOut’s SIL’s following the process from Market Qualified, to Sales Qualified, to Sales Accepted Leads, InsideOut was able to create a process that could be trained on, duplicated by, and deployed to their growing internal teams, as the acceleration of revenue soon provided. In turn, the company was able to focus on perfecting its product and cultivating partnerships.
Today, their reputation and success are based on the fact that their customers experience noticeable and notable cost savings…period. They take care of the architectural hurdles and back-end complexity of building globally distributed, cloud-native application environments. They enable development teams with the technology and expertise required to build applications that support business-critical decisions.