Case Study
iStrives for SMB Sales – Global Logistics Company
Objective
- Increase SMB Sales
- Deliver ROI of 1:12
- Contribute +15% of Total SMB Sales
Countries: Australia, Indonesia, Thailand, Malaysia, Vietnam, Philippines, Sri-Lanka, Bangladesh
Metric
- Hard – Revenue
- Soft – Pipeline creation and Win Rate
- Soft – YoY Growth, productivity and Average Deal size
- Soft – % contribution to total SMB Sales and Sales Mix
Highlights
- Consecutive over performance for 11 quarters
- Doubled sales over 3 years with ROI > 1:25
- Contribution to SEA sales 36%; overall 22%
- Bad attrition below 15% and average fill rate 6 weeks
Solution
- Implement iStrives to drive overall country sales
- iStrives drive the right outcomes & steer behavior
- iBoards for real-time BI and actionable data
- APAC centralized multi-lingual sales team
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