Case Studies

Scaling Series C

From the ground up: Embracing enablement to drive performance

Problem:

Series C company ready to take the next step was leaning on leaders to enable the sale org, pulling them away from where they were needed most and stunting growth.

Project:

Program development, talent management, leadership training, product training, sales playbooks.

‣ 2x increase in  quota attainment

‣ 77% increase in sales efficiency

‣ 10% increase in conversion & win rates

‣ 30% increase in ARR year-over-year

High growth; inconsistent performance

From ad hoc to organized: Building a structured sales motion

Problem:

High-growth sales org wasn’t seeing the performance results it needed to fuel growth due to inconsistent quota attainment, long sales cycles and deal sizes that trailed their competition.

Project:

Enablement audit, stage criteria development, sales playbook.

‣ Increased quota attainment rate to 80%

‣ Doubled win rate from 20% to 40%

‣ Doubled average deal size

‣ Reduced average sales cycle length by two months

New-hire heartburn

Reducing ramp time with a better onboarding experience

Problem:

Rapidly scaling SaaS sales team didn’t have a structured onboarding program resulting in employee turnover, poor performance, and delayed ramp times.

Project:

AE competency modeling, talent acquisition strategy development, creation of new-hire onboarding program.

‣ Doubled new-hire win rates

‣ Decreased ramp time by three months

‣ Reduced new-hire turnover by 75%

  • "Patrick quickly learned our business and integrated with our team to ensure that each program was tailored to meet specific organizational needs. The programs he developed helped us achieve the sustained success and growth we'd been looking for."

    SVP of an early-stage B2B SaaS startup

  • “We were struggling with low conversion-rates and stuck deals. Patrick partnered with our RevOps team to identify the root causes that were impeding our performance. The training and coaching programs he developed helped us overcome those roadblocks to increase our win-rate by 10% and double quota attainment across the team."

    CRO of a leading healthcare tech company

  • "Patrick was super helpful to us as we developed v1.0 of our Enablement function - he worked with our Ops, Sales and Customer Success teams, serving as an experienced voice and helping us design an Enablement program including call scoring, coaching and feedback. We were lucky to have his support as we built this critical function!"

    VP of Revenue Operations (Anonymous by Request)