2024 Company
Sales Strategy
2024 Sales Goals
Sales Targets By Deal Type
Sales Targets MRR/Month
Key Elements
- Three-phased horizontal expansion strategy, 36 months
- Enterprise-style account targeting approach
- Expansion of sales & marketing budget as % of revenue
- Realigned sales compensation plan to incent new logos
- Fully orchestrated and tracked selling journey
- Consistent sales messaging and value proposition
- Materials and messaging tailored to competitive deals
- Multi-contact account penetration plans
Overview
With a goal of tripling revenue and our client base by the end of 2026, the ReBiz sales team will be executing a three phase expansion strategy. First, we will expand outside of Verizon into the other wireless carriers (both corporate and agents). Second, we will expand horizontally into wireless look-alike retail segments. Finally, once the product is modular in its capabilities and packaging, we will expand broadly into brick-and-mortar segments. The sales function will continue in a direct-engagement enterprise selling model and evolve over this period into a hybrid PLG and direct selling model. Additional investments will be directed to the sales, marketing and product management departments to support our growth goals. The foundation, positioning, messaging, materials and processes will be in place to support a high-performing and effective sales function.
Previous Approach And Outcomes
The historical approach to sales has included relationship-based opportunity generation, mostly within Verizon and wireless retail. While the prospecting and expansion motions have been limited, the success within the segment has been strong; a solid foundation from which to expand. Average client tenure exceeds 5 years, close ratio from trial to paid deployment exceeds 90%, and average client ROI exceeds 10X. New client virality was about 1/3 of the target and sales cycles varied widely, which was attributed to a premium pricing model.
New Approach And Expected Outcomes
Tailored packages with lower entry price points for the other wireless carriers will improve virality, opportunity counts, and adoption rate in expansion phase one. Industry-specific positioning and custom packages will improve expansion into the wireless look-alike segments of phase two. Product and pricing modularity along with a product-led growth structure (free trials, user-based adoption, etc) will support brick-and-mortar expansion phase 3. The sales journey will be enhanced for enterprise direct sales initially and will evolve to a hybrid online and direct sales model.