Leading enterprise security company scales revenue and accelerates time to closed-won deals with Mindtickle.
Needs
- Increase sales rep productivity and revenue generation to keep up with market demand
- Improved infrastructure to support sales, including operations, process, and enablement
- Better forecast accuracy
Readiness Approach
- Refocus go-to-market strategy to address the larger market
- Simplify 7-stage sales process and engagement model
- Provide content, train, coach and certify sales reps using Mindtickle
- Launched a live classroom course to certify sales
Impact
- Decreased sales cycle from 200+ days to less than 100
- Grew revenue around 32%, qualifying the business as a growth company
- Decreased Proof of Concepts from 90 days to 30 – 45 days