Situation
Eftsure excelled in the mid-market sector, achieving impressive sales in the SME and SMB segments. However, they struggled to penetrate larger enterprises and institutional organizations with the same vigor, leaving significant opportunities untapped and challenging their ability to protect average selling prices.
Pain
Despite their strengths, Eftsure’s sales approach was not as effective for larger businesses. Challenges included navigating unexpected stakeholders and decision-makers and identifying timing and legal issues toward the end of the deal, which created deal closure uncertainty and ultimately impacted revenue forecasting.
Impact
The results were transformative: following the last round of training in Q3, Eftsure experienced an outstanding Q4 with significant wins in the enterprise sector, reflecting an increased ability to accurately predict deal closures and overall improvements in customer management capabilities.
