The investment paid off – project44 accelerated its growth curve, achieving a valuation of $2.7B just eighteen months after reaching unicorn status. Competitively, the ability to scale through industry-wide transformation constituted a land grab. “Today, we’re as big as our next six competitors combined,” says Lewis.
- 53% increase in average deal size
- Sales cycle reduced by 19%
- 115% YoY growth in ARR over the first 2 Qtrs
- Drove clear ROI from the engagement
“There are scenarios where we're commanding a higher price tag than our competition because our customers see us as the right partner for them,” says Lewis. “It's really moving the needle for our sales team.”
Lewis reflected on the mindset shift from compliance to conviction as the Force Management methodology generated results and gained momentum. “At some point, it crosses the top of the mountain and starts rolling downhill. The reps look at each other and say, ‘Hey, if I pay attention to this process and do what I'm being asked to do, I'll close bigger deals, and I'll close 'em faster.’ And the metrics prove it. In the past 12 months, we've reduced our average sales cycle by 19%.”
Opportunity Manager is now built into project44’s cadence and process. Twice a month, managers and reps review top prospects through the lens of the framework embedded in Salesforce. Lewis states, “These 20-minute reviews are succinct, pointed and highly powerful. The salespeople gravitate towards these reviews because it helps them be effective.”
At the beginning of 2023, project44 upgraded to the latest version of Opportunity Manager and purchased additional licenses for senior executives.
Lewis describes how alignment transformed project44, and how developing a common language unified everyone around mutual goals. “Everybody got on the same page across the company and understood what we're here to do and why. Now, when we go to war for our most important campaigns, it isn't just the salesperson and the sales manager in that deal review. It's members of a cross-functional team, including an executive sponsor. There’s a gravitational pull – everybody's motivated to be part of the success of that particular campaign, for the sales team, and most importantly: to deliver for that customer. It's a completely changed dynamic.”
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