Our Go to Market Framework Drives a 68% YoY Revenue Growth for a Managed Services Provider
The Results
+ 68%
YoY Revenue Growth
- 16%
Shortened Sales Cycle
Opportunity
A leading managed services provider needed a comprehensive go-to-market system to replace their piecemeal approach and achieve substantial revenue growth. With a crowded market and varied customer needs, they required a strategic approach to stand out and effectively convert leads into loyal customers.
Our Challenge
The main challenge was to design and implement a holistic go-to-market framework that could be continually optimized. Marketing and sales were completely unaligned on actions and results.
The traditional lead gen campaigns were driving a lot of busy work and little sales. Our goal was to integrate multiple marketing and sales initiatives, and implement a framework to help us identify the right mix to bring sustained and predictable growth.
The Approach
System Development:
- Built a robust go-to-market system incorporating various marketing and sales initiatives.
- Ensured seamless integration between marketing automation, CRM, and sales enablement tools.
Program Testing:
- Launched and tested multiple marketing programs (including: content marketing, PPC, LinkedIn, intent outbound campaigns).
- Evaluated and refined strategies based on CRM metrics and feedback.
Sales Enablement:
- Developed materials and training to equip the sales team with the necessary tools and insights.
- Implemented a process to identify high-intent leads and build relationships with our ICP targets.
Continuous Optimization:
- Regularly analyzed data to understand what was driving results and made necessary adjustments.
- Fostered a collaborative environment between marketing and sales teams to ensure alignment and effectiveness.
