Case Study: servicePath (.co)

servicePath, a Toronto-based company, provides a configure, price and quote (CPQ) platform that is specifically designed to make complex quotes simple. Quotes that used to take days and involve multiple departments can be done in less than an hour while adhering to critical margin requirements.

OVERVIEW

Servicepath, an innovative company in a large and competitively aggressive market sells into the Fortune 500 and the Global 1000. They are ideally suited for tech companies with complex sales and a high quoting process. Faced with the complexity of getting into more accounts quicker, they turned to Revenue Accelerators to increase engagement at the executive level.

CHALLENGE

servicePath’s sales team needed a larger top of funnel and stronger pipeline, and struggled with getting meetings with executives and decision makers. They wanted to build a top-down, insight-led selling approach to sustain their aggressive growth targets.

Sales had been the producer of leads, and now Marketing was rolling out Account-based marketing (ABM) to double down. They also increased their Sales Development Reps (SDR) team. The three teams were not in-sync and bringing in value-based, insight-led messaging and selling made sense.

SOLUTION

Dan Kube, the CEO, and his team collaborated with Revenue Accelerators to select a series of target accounts, one being a large Telecom in EMEA. With a quick value workshop, they defined the stakeholders, rheir reasons to buy, desired business & financial outcomes,, and key was the business value that servicePath would deliver to drive urgency.

Revenue Accelerator’s used industry benchmarks to validate servicePath’s value and did a 10-K analysis of the account to reveal the key strategic initiatives. Combining all the data, they delivered a C-Suite Business Value Narrative, which servicePath overnighted to each stakeholder and the C-Suite.

METRICS EVOLUTION

“We moved as a company from traditional sales and demand gen to a metrics-driven powerhouse literally overnight,” said Kube. “We now sell on business outcomes and the best part is that they are aligned with each of account’s corporate executives, priorities, P/L and funded initiatives.” “This was a paradigm shift for us.”  

THE RESULTS

In a few weeks, servicePath sales secured an introduction to the Enterprise Group Head, which came from the COO of a $10B Telecom company. This the fastest qualified opportunity they ever had, leading to a 3X meeting rate a $150,000 won opportunity.

“servicePath is exactly the kind of company we love to work with,” said Edward Golod, CEO and Founder of Revenue Accelerators. “They are entrepreneurial, move fast and are deeply focused on customer success. Having worked for Callidus, I know their space well and can say that their platform is a much better fit for complex sales cycles. It’s easy to use and has all the features you need. I’m excited that our two companies are working together on accelerating their sales.”