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

Our approach involved:

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.

Jumpstart your marketing and grow your pipeline.