Veracode seamlessly integrates application security into software development, effectively eliminating vulnerabilities during the lowest-cost point in the development/deployment chain. The company serves over a thousand customers across a wide range of industries, including nearly one-third of the Fortune 100, three of the top four U.S. commercial banks and more than 20 of Forbes’ 100 Most Valuable Brands. Headquartered in Boston, Veracode was purchased by CA Technologies in April 2017.
Veracode was a successful selling organization, but needed a way to accelerate growth. They were hiring more people, dramatically growing their inside sales organization and had to get a number of people fluent in a technical space, quickly in order to meet their aggressive growth goals.
Veracode brought together key leaders from across the company to drive alignment around the key value they offer their customers and what makes them different from their competitors. This alignment provided a solid foundation for rolling out Command of the Message® with their sales force. They also implemented the MEDDPIC methodology to improve consistency around the sales qualification process.
Veracode re-accelerated growth in the company improving its numbers for three quarters straight. "Since, we've rolled it out, our growth has jumped from 16 or 17 percent to 25, 26 and 27 percent," said Mike McGuinness, VP of Sales. Additional results included: