About the Client
A global management consulting and advisory firm specializing in digital transformation, strategic sourcing, and technology-led innovation. The client partners with Fortune 1000 enterprises, government agencies, and technology providers to guide mission-critical initiatives across IT modernization, vendor optimization, and enterprise strategy.
Combining deep domain expertise with data-driven insights, the firm helps clients navigate complex decision-making environments. Their highly consultative approach requires multi-stakeholder alignment, long-cycle engagements, and customized go-to-market strategies tailored to executive-level buyers.
Objectives
- Scale GTM efforts for mid-market & enterprise services.
- Build a steady sales pipeline with consistent engagement touchpoints.
- Streamline complex stakeholder management in deals.
Key Challenges
- Highly consultative sales motion with long nurturing cycles.
- Fragmented messaging across GTM channels.
- Low sales pipeline predictability.
The Results
3.75x Monthly Qualified Opportunities (~4 → 15+)
2.5x Demo-to-Deal Conversion (8% → 20%)
Sales Cycle Accelerated by 60 days
Multi-threaded stakeholder engagement (1.8 → 3+ per deal)
