Nearly 200% Growth in ARR and NRR for Caveonix

MEDDICC Solution for Scaling Startups Aligns Teams and Yields ROI

The Client

When operations are mission-critical, continuous cyber compliance is non-negotiable. Caveonix enables continuous compliance for High Reliability Organizations (HROs) that operate in complex and high-risk environments. Caveonix is on a mission to deliver government agencies and large enterprises to 100% compliance, 100% of the time. It’s not enough today for workflows to be faster and cheaper; they must be always-on, context-aware, fully autonomous and traceable.

Caveonix was founded in 2017 and is headquartered in Falls Church, Virginia.

The Business Challenge

As Caveonix scaled, they faced a dual challenge: onboarding a growing sales team and aligning their go-to-market (GTM) strategy across departments. The company needed a repeatable, rigorous process to unify sales, engineering, and customer success teams.

“We were going through a reorganization, bringing in new sales members,” explains Brian Mongeau, Vice President of Finance and Operations. “Even if they’d learned MEDDICC before, every organization is different, and we wanted everyone running on the same playbook.”

Caveonix also needed to accelerate long enterprise sales cycles and ensure cross-functional alignment in a fast-moving, high-stakes environment. “We equated it to basic training. Our goal was to get our entire organization—sales, tech, customer success—speaking the same language and running the same process,” said Mongeau.

The Solution

Caveonix selected Ascender’s Elite Selling™ Essentials with instructor-led training to establish a shared language across GTM teams for using MEDDICC to qualify deals and drive renewals.

Mongeau states, “We knew Force Management had the right frameworks and teaching methodology. Essentials was the obvious choice—it builds the blocks everything else flows from.” The Essentials are among Force Management's customizable offerings for scaling startups companies looking to drive skill development and build solid sales fundamentals.

Team members access training content through Acscender® Plus and use the platform for for onboarding new hires and reinforcing the MEDDICC training. “Ascender Plus is part of our onboarding,” says Mongeau. “It gives new team members the foundation to speak the same language and work the same process from day one.”

The Results

Year-over-year metrics for Cavenoix include:

• ACV Growth: From sub-$50K to over $300K

• ARR Growth: Nearly 200% year-over-year

• Net Revenue Retention Growth: Nearly 200%

• Sales Cycle Reduction: From 12–18 months to 9–12 months

• Logo Growth: Nearly 100%

• Customer Acquisition Cost: 94% decrease

“The results spoke for themselves,” said Mongeau. “We’re accelerating deals, making them bigger, renewing and expanding faster.”

Reflecting on the transformation, Mongeau stated, “Having been in venture capital and other tech startups, I've seen when sales organizations go through different steps and stages in the sales process. A lot of that approach is driven by what we've done, if we've done a demo, and moving on to the next stage. That's not how we were trained by Force Management, and that's not how we work anymore. All of our sales cycle progression is driven by customer outcomes and actions. If we do action X, it must lead to customer actions YZ in order for the sales cycle to progress. That's an extremely important part of any sales motion that's often overlooked in the tech field, and has really brought a sense of rigor and relentlessness to our team, and to achieving results."

The partnership changed the way Mongeau and his leadership team communicate with the board and potential investors. “If you zoom out a bit as the executive team, what are we asked about? How fast are sales motions going? How long are you staying in each stage? What’s your ACV, what’s ARR growth? That's ultimately what a board or investors care about. Force Management had a direct impact on our ability to accelerate deals, get higher ACV, bring in better year-over-year metrics, and reduce sales cycles. The work with Force Management affected how we went through tactical and operations-level actions. But the impacts were strategic, and we're able to change the conversation that we had at a very high level with our own board and with prospective investors.”