CASE STUDY

Optimizing Sales Coverage

SaaS Company Sees 42% Improvement in Sales Efficiency with Improved Go-to-Market Sales Strategy

The CRO’s Challenge – Accelerating and Scaling Future Growth

In a 2021 CRO survey, 59% of CROs reported inadequate internal processes as a significant risk to their company and its performance (Deloitte). A lack of a clearly defined sales strategy can bare such risk. Yet, a successful go-to-market sales strategy aligns revenue potential, customer value, and sales motions to enable growth and performance.

How MarketBridge Designed a Sales Strategy to Better Capture Market Opportunities

MarketBridge worked with a SaaS company to assess revenue potential and better capture opportunities. By performing an initial baseline analysis of current sales processes, segmentation, role definitions, and coverage structure, we determined multiple areas in need of improvement.

Access the case study to learn how we accomplished these three objectives:

Addressed gaps in the current sales operations process including connectivity and segmentation
Designed new coverage, segmentation, and roles to communicate consistent value propositions and better align teams
Implemented the newly designed go-to-market strategy growing sales efficiency by ~40% and doubling revenue in under a year