CASE STUDY

A global digital solutions company had scaled fast. Hypergrowth would understate it.

Fast M&A cycles and a full change of C-Suite had affected target growth delivery, and frontline teams were disengaged, confused by matrix structures and a lack of direction. Sales Enablement efforts had been made, but without a clear cross-functional strategy.

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 Enablement  strategies developed included: improving team communications, product trainings, customer engagement insights from supportive workflow platforms, lead progression alerts, tools, and templates, regional surveys to target GTM plans. 

 Coaching  included: ABM and relational sales, success playbooks, aligning marketing campaign plans to quotas, value-positioning to buyer profiles, ROI tracking.     

Senior Marketing Director:

"Ella has made an impact! She hit the ground running... and has built key relationships with Commercial team, Commercial Ops, Product Marketing, Marketing Ops and other critical stakeholders in the business... She has helped greatly to improve the lines of communication between Marketing and Sales and her contributions are noticed and valued... Early on, she built a survey into what was working - and what wasn't! One of Ella's greatest strengths is her ability to build and nurture relationships, and this has helped us to improve internal communications considerably..."

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Quantifiable ROI: 1.2k unprogressed MQL surfaced, generating critical net new SQL.

Reductions in RFP response times due to collated information points, and sales assets.

Improved meetings secured rates for SDRs, and recurring/retained revenue for BDs.