Driving Revenue Growth
Healthcare Technology
Objective
Increase the attach rate for a significant product upgrade to the installed base of software solutions.
Obstacles
The sales team was primarily focused on account management and renewing current products, with no incentive or structure to drive the efficiency and velocity of the sales process for new solutions.
Approach
Design and deploy a strategic sales planning model, with focus on targeting ideal upgrade accounts. Integrate the targeting model with a high velocity sales process and pipeline management model. Provide training for the sales leadership team and associated coaching, and enablement for the leaders to train their teams.
Outcome
Pipeline increased 40% in 6 months, with a concurrent improvement in attach rate for product upgrades.
