Real Sales Results | SaaS Growing Pains

THE BACKGROUND

Since our foundation in 2003, we’ve had many clients in the Software-as-a-Service (SaaS) space. An early SRi client was one of the first cloud providers of email/web security and filtering to companies looking to protect their employees from malicious threats and malware.

At 6 years old, the young company had experienced extreme growth, with multiple data centers, hundreds of clients, and thousands of end users across the U.S. But dirty data, lack of strategic account management, and absence of a standard process for Accounts Executives was causing serious growing pains and standing in their way of their ultimate goal: acquisition.

The company knew they needed to clean up their act, and hired Sales Result to provide Inside Sales-specific consulting services.

THE SOLUTION

The six-month engagement was specifically on making the Inside Sales Team more effective. After analyzing the team and identifying the gaps, an action plan was developed with the primary focus on:

Better management of top accounts with a key account opportunity plan

Targeting the right customers with strategic territory planning

Structured daily/weekly planning to keep the sales team accountable and on track

Vertical-specific sales training guide to help the sales team identify the best approach and message to use with a prospect

Ongoing sales training focused on client's industry and best practice techniques

90-day ramp-up plan for new Account Executives

Improved utilization of SalesForce.com CRM through SFDC training and database cleansing

REAL RESULTS CASE STUDY:
EASING GROWING PAIN IN SaaS

How a young security software company improved their Inside Sales approach and reached their acquisition goals with ongoing sales training and strategic account and territory planning.

THE SOLUTION

THE SALES RESULTS

CLIENT RESPONSE

REAL RESULTS CASE STUDY: EASING GROWING PAIN IN SaaS

How a young security software company improved their Inside Sales approach and reached their acquisition goals with ongoing sales training and strategic account and territory planning.

THE SOLUTION

THE SALES RESULTS

CLIENT RESPONSE

REAL RESULTS CASE STUDY:
EASING GROWING PAIN IN SaaS