CARTO, a leader in geospatial and AI-powered analytics, was winning technical buyers and proof of concepts, but too many opportunities stalled when business analysts and senior leaders entered the evaluation.
To accelerate growth, CARTO partnered with Genius Drive to build industry-specific value storytelling and customer success stories for Telecommunications, Finance, and
Insurance.
By equipping GTM teams with clear, consistent, persona-aligned value content, CARTO elevated custome conversations, reduced stalled deals, and strengthened key customer relationships.
CHALLENGES
- GTM teams weren’t engaging high enough with business analysts and business leaders.
- Buyers lacked compelling, business-level justification to advance evaluations.
- Too many opportunities ended in “do nothing,” with longer sales cycles and smaller ACVs.
RESULTS
- Elevated GTM conversations, making it easier to engage business leaders and justify investment.
- Improved deal momentum, reducing stalled deals and supporting larger ACVs.
- Accelerated adoption of value-selling, with clearer, more consistent messaging across all teams.
- Strengthened customer relationships, with success stories that customers were proud to promote.