Case Studies
A selection of recent engagements with global corporates. Names are withheld under NDA — results are real.
Pipeline volume was strong, but MQL-to-SQL conversion lagged industry benchmarks by 40%.
Stage-by-stage conversion modeling across six regions, root-cause interviews with 40+ reps and buyers, remediation sequencing.
+31% MQL→SQL conversion. +9pts enterprise win-rate. $42M in pipeline recovered within two quarters.
Competing on parity in a crowded category; sales cycles were extending as buyer differentiation eroded.
Buyer jobs-to-be-done research, competitive message audit, positioning statement & narrative rebuild, sales enablement rollout.
Sales cycle compressed 22%. Win-rate against top-3 competitor up 14 points. New positioning adopted across 200-person GTM org.
Mature core market; board demanded a credible expansion thesis into two adjacent verticals.
TAM/SAM modeling, segment prioritization, GTM blueprint with coverage, enablement, and 90-day execution milestones.
Board-approved entry plan. First vertical launched in six months, delivering $18M ARR in year one.
Win-rate declining against two emerging challengers; internal view of competitive strengths was outdated.
Competitive positioning matrix, win/loss interviews, pricing & proposition benchmark, whitespace mapping.
Clear repositioning on three proof points. Win-rate recovered in three quarters; net-new logos up 27% year-over-year.
We'll share relevant engagement detail under NDA.
