How do you best pivot your go-to-market from a typical earlier-stage founder and product-led approach, to a more effective value centric capability?
This case study examines K1x’s evolution to a value-centric marketing and sales approach, accelerated by Genius Drive. The transformation helped drive a significant boost in new leads, more highly qualified opportunities, and additional new-logo acquisition.
CHALLENGES
- Relying on a product-led approach to their core accountant target market, constraining growth
- Not able to capture enough new, qualified opportunities
- Too many pipeline opportunities stalled at early sales stages
- Trouble elevating customer engagements to CFOs and business leaders
RESULTS
- Helped the company pivot from selling features to articulating business value to frugal clients
- Fueled marketing and outreach campaigns with value messaging and metrics
- Enabled sellers to more easily communicate and quantify differentiating value to new prospects
- Helped deliver financial justification into more deals to reduce stalled deals, accelerate decisions and drive more wins
