Case Study: GovPilot

How a SaaS Company Ignited 375% Growth

Industry

Digital Transformation

Customer

Government

The Sales Alpha Roadmap Phase and Service

LIFT – The Revenue Acceleration Program (RxP)

Overview

GovPilot spent the last 5 years developing their SaaS product to help governments with digital transformation.  They had a small stable base of clients, limited leads, an underperforming sales force and no systematic way to achieve regular sales growth.

GovPilot engaged Ken Lundin & Associates (KLA) to right the ship and set the company up for future growth. 

Using the Revenue Acceleration Program, KLA was able to attack the challenges on 2 fronts:

  • 1

    Quickly generate new sales and referrals from the existing client base.

  • 2

    Set the company up for ongoing predictable, systematic sales growth.

“We immediately saw results; the result was dramatic. The number of consultations, software demonstrations and sales immediately spiked after deploying this new process.“

Michael Bonner

CEO, GovPilot

0

discovery calls created in the first 90 days

0 %

year over year growth in the 4th quarter

0 %

increase in new sales pipeline

The Plan

Using The 4-D Onboarding Pathway™ KLA analyzed where the most significant ROI could be achieved in the shortest time and laid the groundwork to increase the total number of sales conversations, opportunities, and conversions from each sales stage to the next.

The Results

  • A sales pipeline that allows all stakeholders to accurately forecast new sales.
  • A salesforce re-organization breaking apart the team to Sales Development and Business Development.
  • A developed, repeatable plan for account management to expand sales with existing clients.

Final Result

After about 6 months of working with KLA, Govpilot signed a 1 year agreement with KLA to act as their Head of Sales in the shared risk reward program.

“I originally hired KLA to put the system in place, now we are moving to training and coaching the staff. The tool is one thing, but the people operating the tool are another. It’s going to be so much easier to hire new salespeople. We now have a process to plug them in to and a very clear path for them to follow.”

Michael Bonner

CEO, GovPilot

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