Heartbeat Technologies had perfect product-market fit, a first of it's kind SaaS platform, and a marketplace of over 200,000 micro influencers. Yet SaaS revenue only accounted for 3% of Heartbeat's top-line revenue.
Sales processes that used Heartbeats CRM more effectively
Sales messaging that positioned Heartbeat as the leader in the micro-influencer space A go-to-market Sales strategy that expanded Heartbeats market share by 300% in 6 months.
SaaS revenue increased from 3% to 40% of top line revenue
SaaS revenue accounted for $800,000 in ARR within 6 months
MCN had a steady state of clients but wasn't growing. The company had plateaued, the owners had attempted many time to hire sales people and failed and, they knew that in order to expand the business into other service areas that they needed to generate much more revenue.
Hiring, onboarding and training new sales staff
Sales processes that used MCN's CRM more efficiently
A sales framework that positioned MCN as the thought leaders in the space
An aggressive go-to-market strategy that increased their market share.
$1M increase in ARR
Launch of a brand new division of the company - Crater Labs
Inovex had flagship projects in its key business verticals (transportation and healthcare) but was failing to gain additional market share and cement itself as the leading service provider in those verticals.
Identifying and doubling down on key accounts
A sales framework that resulted in Inovex effectively communicating their value within those key verticals
A sales process that systematically targeted key verticals