Scaling Enterprise Sales
StoreAutomator is an established software provider, offering a platform that connects thousands of marketplaces and retailers with merchants and brands.
Challenge
Having grown strongly in previous years, the companys growth had stalled. Previously driven by founder selling, they needed to define and implement a selling stratgey to enable growth into the future.
Strategy
As part of our Business Audit, we conducted in-depth interviews with users and industry professionals to understand what they wanted from the platform.
We also worked closely with the team to understand the history and future of the brand.
We decided to focus on more Enterprise deals - better revenue and retention for similar sales cycles to SME.
Final Result
To attract Enterprise clients we made a number of changes including the following key ones:
1. Create web assets and materials to appeal to executives - case-studies, ROI calculators and more
2. A defined sales process, mapped out in Hubspot with clear processes to help with deal flow and future hiring.
3. Revision to pricing focused on margin and enterprise requirements.
TThe results were impressive - more than doubling revenue over 18 months.
The lift after partnering with Bizmark
Revenue
Deal closing speed
Average deal value
Category:
Business Audit
Sales Strategy
Software:
Hubspot, Apollo, Pandadoc
Service:
Sales Strategy
Client:
StoreAutomator.com
Date: