BEAM Sales Optimisation
Increasing your value to clients sometimes requires specialist expertise to help devise, assess and build strong market growth opportunities.
Momentum ITSMA is a global B2B services business that enables ambitious global Enterprise companies to achieve market-beating performance by winning, growing and retaining the most valuable client relationships. They pioneered Account-Based Marketing, and their ongoing innovation ensures their clients outperform their competitors.
Having built a phenomenally successful business, and following Private Equity investment including recent global acquisitions, the Founder CEO initially wanted to explore organic growth options from service diversification.
Excelerator Partners formed a project team with key internal leaders to develop, analyse, and plan the build of various high value service options.
The project culminated in the selection of a suite of key new service offerings to bring to market. The team then performed market testing with current and potential clients, explored different commercial constructs for the service offerings, and coached the team on value propositions.
This project was such a pleasure to deliver, working with a world-class leadership team who were so open to new ideas and utterly focused on ways to deliver continual value and innovation to their clients and people.
Post this project, Excelerator Partners was also asked to assist with a very specific challenge the leadership team had been experiencing in sales pipeline data and analytics. Within a few days we devised a range of recommendations to resolve the challenges, which the leadership team then implemented.
To complete the full suite of BEAM Sales Optimisation, upon the exit of their CRO, we were then asked to devise a sales strategy and build a sustainable sales infrastructure including tools, processes, governance and team composition. At the end of a period of 8 weeks, a company-wide growth culture had been embedded, stronger deal qualification embraced and processes streamlined – all with the result that win rates and top of funnel pipeline strength immediately increased.
Suzy is a no-nonsense, pragmatic and results orientated business executive. She draws on her knowledge of how to scale businesses to develop commercial propositions for both client and shareholder value. I have no hesitation in recommending Suzy.
Alisha Lyndon, CEO Momentum ITSMA