Pipeline Growth and Net New Business At Salsify

Value selling framework drives operational alignment and revenue predictability

 

The Client

salsify v2Salsify is a leading Product Experience Management (PXM) platform that helps brands and retailers deliver consistent, compelling product experiences across every digital commerce channel. Its platform enables organizations to centralize product information, generate and syndicate content, and leverage AI, automation, and analytics to improve product experiences and drive conversion.  

Headquartered in Boston, Salsify serves global brands and retailers with a platform that has become foundational to modern digital commerce strategies, helping organizations create richer buying experiences wherever customers shop. 

The Business Challenge

Salsify was at an inflection point. While the company had a strong product and market position, its commercial organization was operating with a transactional sales mindset that limited growth. Customer-facing teams lacked a consistent methodology, a common language for communicating value, and the structure needed to execute at scale.

"We had to make a lot of changes right away," explains Lisa Schrumpf, Salsify's Chief Commercial Officer. "If we couldn't move quickly, we weren't going to hit the growth targets the business needed."

More than 300 commercial and go-to-market employees were working largely in silos, making alignment across Sales, Customer Success, and other customer-facing teams a critical priority. Leadership recognized the need to unite the organization around a clear value proposition while elevating seller capabilities, improving pipeline quality, and creating a more predictable revenue engine.

Having previously partnered with Force Management at another organization, Schrumpf knew the impact Force Management’s methodologies could have to accelerate the transformation.

The Solution

Salsify partnered with Force Management to establish a unified go-to-market framework centered on value selling. Through Command of the Message®, the company aligned leaders and customer-facing teams around a shared value proposition and a common language for engaging executive buyers. Sellers gained the confidence and skills to move beyond transactional conversations and lead more strategic, business-focused customer discussions. 

To reinforce execution, Force Management introduced Command of the Sale® and MEDDPICC, creating greater consistency in opportunity qualification, forecasting, and pipeline management. Together, these frameworks provided the structure, rigor, and repeatable methodology the organization had been missing, while helping commercial teams operate with greater alignment and predictability.

The Results

The impact was immediate. "Right away, the sales team felt Salsify had invested in them," says Schrumpf. "That made a real difference. As adoption increased, we began seeing measurable improvements across the business." 

What Salsify gained:

       • 240% increase in net new business within the first year  
       • Pipeline coverage increased from 2.0x to 4.4x within six months  
       • Decreased Sales Cycle Time by 3% with improved pipeline and consistent MEDDPICC qualification  
       • Increased Sales Conversion rates by 1 point

 "Force Management helped transform how we go to market," says Schrumpf. "From our CEO through the entire organization, we aligned around a common value message and gave our sellers a practical framework they could use every day. Beyond commercial alignment, we changed how our teams think, engage customers, and build predictable revenue."

Read more stories of transformation in Force Management's Case Study Library

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