Accelerated revenue growth with GTM execution discipline

Friction Point Analysis

Conducted pipeline funnel analysis across 60+ plus accounts to identify primary stall points:

• Inflated pipeline coverage & lower win rate: 5x of the target, but win rate was less than 10%
• Long sale cycle: – 120-150+ days
• Heavy dependence on ‘Hero’ led deals rather than organized well run sales channel
• Inconsistent account-based Plan and opportunity heat map
• Poor in-bound leads
• Inconsistent targeting and weak operational cadence

The Root Cause Analysis

• Inflated pipeline hygiene – opportunities not properly qualified; progressed, stalled deals sitting 120+ days
• No ICP hunting/farming strategy – targeting everyone from SMB to enterprise without focus and structure
• Feature vs Solution selling – focus on quick tactical wins, rather than long term project-based engagements
• Sales-Delivery Misalignment – Sales and Delivery not rowing in the same direction;

Delivery not embedded in pursuit strategy, leading to rework and credibility gaps.

Targeted Interventions (90 Day) 

Step 1: GTM Alignment across Sales, Delivery & Solutions

• Created “2-in-a-box” pursuit team – sales, delivery and pre-sales to drive collaboration and targeted pursuit across the accounts
• Drove account plans and built opportunity heatmap across top accounts.

Step 2: Focused Farming & Hunting Sales Organization

• Hired and mentored dedicated account managers to focus on key enterprise accounts
• Created a hunting team to pursue new logos

Step 3: Pipeline Discipline & Operational Cadence

• Defined Sales governance and RFP/RACI process – pipeline stages, progression criteria and win rate targets
• Enforced BANT (Budget – Authority – Need – Timeline) qualification process
• Weekly/Bi-Weekly deal governance rhythm to review and progress opportunities

Step 4: ICP Calibration, Marketing & Solution Focus

• Narrowed focus to 3 solutions areas from 6-7
• Built playbooks, elevator pitch and solution focused use cases
• Shifted from generic messaging to thought leadership and solution focused ABM campaigns
• Increase velocity, quality of content across digital channels