Our client, an enterprise account manager, was in the final stages of closing a multi-architecture Enterprise License Agreement (ELA) worth more than $200 million. Putting it all together meant coordinating numerous departments and people – from finance, legal, and marketing departments to product sales specialists, engineers, architects, and advanced services personnel.
The massive size of the project, plus its importance, meant that finely tuned organization, project management and follow-up were vital to success.
Our client was overwhelmed by the workload required to bring this sale to fruition. He also wanted to shorten the timeline in order to make quota. Internal sales support only covered a small portion of what was required. Plus, our client had other customers he needed to service, and was increasingly unable to do this.
To achieve what our client needed, while ensuring that nothing got forgotten, the client looked to an outside organization with the training, skills and knowledge to organize the project and coordinate all the teams working on it.
Here’s what the client needed:
Sales Beacon followed our Sales Productivity as a Service (Sales PaaS) model to keep everyone accountable and to manage the ELA project. We provided an organized, proactive communication strategy that brought together everyone related to the project.
We asked the client what three words they would use to describe their experience working with Sales Beacon. Here’s what they said.
“I can give you five. Persistent. Timely. Organized. Personable. Bubbly.”
“Reliable. Organized. Valuable.”
And those are exactly the qualities we aim to deliver to our clients.
“By aligning all the multi-faceted resources that were involved early on, it got everybody marching in the same direction.”
There were immediate improvement in all aspects of the sales process, including a 30% faster selling result.
“I don’t think we would try to go through anything like this without involving Sales Beacon.”
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