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Tech giant grew their early stage pipeline by 2.5X and their qualified pipeline by 6X using Sell by Design methods.​

"Sell by Design has enabled our account teams to truly understand the customer’s business, thereby enabling us to offer a solution that resonates with the expected business outcomes. This has led us to fairly quickly get to a level where we have two concrete customer cases. We have a true partnership with them."​

- Jamie Dinsmore, Technology Sales Executive, Energy & Resources Industry​​

Situation

  • A leading technology firm planned an aggressive growth strategy built upon closer alignment with its customers using both industry alignment and a new sales model emphasizing quality discovery.​

Challenges

  • Even with the new model, discovery was not a strength for this organization.​
  • Too many sellers remained locked into their traditional relationships with customer IT groups, leaving larger opportunity with business leaders on the table​.

Solution

Somersault engaged with four industry-aligned sales teams across four markets—Canada Energy and Resources, Canada Financial Services, Western Europe Financial Services and UK Retail and Consumer Goods—with clear objectives to:​

  • ● Grow early “Stage 1” Pipeline.​
  • ● Grow qualified “Stage 2” Pipeline.​
  • ● Expand customer contacts and build non-IT relationships.

Results

  • Achieved $14M in new Stage 1 Pipeline and $4M in qualified Stage 2 Pipeline.​
  • Closed a $900K deal.​
  • Added 190 new decision-maker level contacts, 47 of whom were outside IT.​
  • Our most engaged team realized a 2.5X multiplier of Stage 1 Pipeline in supported accounts versus control accounts in the same market; and a whopping 6X multiplier for qualified Stage 2 Pipeline.​
  • All the above results were achieved during fiscal Q4, when sellers are traditionally focused on closing business​.

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