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

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

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

Expertise applied to drive Outcomes

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