Categories: Differentiation | Sales Conversation | Sales Leadership | Sales Transformation
For today's B2B tech firms, the path to rapid growth and repeatable revenue means advancing through stages and change. Each transformation story is different, but most boil down to three keys for success: choosing the right strategy or partner, applying the new methodology within daily rhythms, and ensuring long-term adoption. When Patra, an insurance-tech provider, crossed the $100M in ARR benchmark, their leadership launched a partnership with Force Management to elevate their go-to-market approach with the goal of doubling their revenue. One year into the partnership, Patra realized outcomes including a 143% increase in win rate, a 48% increase in Average Deal Size, more bookings, and faster times-to-close. Read the full Patra-Force Management Case Study here. Let’s look at how Patra found success and their approach to these three key areas:
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Categories: Differentiation | Sales Messaging | Scaling Sales | Unicorn Companies
If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any private company – to reach a valuation of $1 billion without an IPO. As a revenue leader, your success is tied to securing growth, increased returns, and higher valuation. So what do unicorns and their leaders do differently that sets them so far apart from the competition?
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Categories: Customer Success | Differentiation | Sales Leadership | Selling Technology
Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts. Fostering alignment between the traditional sales organizations and your CS team is one way today’s top B2B SaaS and Tech firms gain an advantage in a competitive marketplace. When CS is able to maintain continuity through handoffs and convey value through the post-sale stages of the customer relationship, organizations reap the benefits of high renewal rates, reduced churn, and increases in Net Retention Revenue. For revenue team leaders selling HiTech solutions, we’ve designed this leader playbook for improving CS execution. Dig in for more strategies and thought leadership from leaders who’ve built and leveraged elite CS teams.
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