Growing Sales in a SaaS Environment

72% Increase in Average Deal Size

The Client


MedalliaLogo-252x47

Medallia is one of the fastest-growing customer experience companies in the world. It's Software-as-a-Service application enables companies to capture customer feedback, understand it in real time, and take action to improve the customer experience. Force Management worked with Medallia's sales team when it was led by Scott Davis. 

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Business Challenge


Medallia needed a way to grow a sales force with the expertise to sell the value the company provides with its software. It had five sales reps with an average of 15 years selling in that space, but it needed a way to ramp up new hires who didn’t have the expertise of the veterans.

“We wanted to grow our sales force, but we needed a framework to support our sellers in understanding our customer, how our customers buy, what their pain points were, and what their desired state was,” said Scott Davis, VP of Sales. 

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Solution


As a growing SaaS organization, Medallia needed

  • Tools to grow a knowledgeable sales force quickly
  • A framework to create and grow value along the customer life cycle
  • Cross-functional alignment centered on the customer

Command of the Message® gave Medallia’s executives the tools and processes they needed to consistently grow customer value in a SaaS model and equip their sales teams to align to the buyer. 

“The core of the Value Messaging Framework is understanding the buying process and what the buyer is trying to achieve. Because of the framework and discovery questions, we do a much better job of mapping our solution to buyer needs, and we are more tightly aligned as a company with the customer,” said Davis. “On delivery, the product, implementation, and servicing teams all understand and are speaking the same vernacular. Everyone has value objectives instead of tactical metrics they need to hit.”

 

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What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Results


Medallia saw some significant measurable results, including: 

  • Average Deal Size Increased 72%
  • New Seller Ramp-Up Time Decreased by 70%
  • Time-to-Productivity Cut to 6 Months
  • Increased the Sales Team by 500% While Maintaining Productivity

 

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

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