Some of the work we’ve done
Over the years, the Data Sales Science team has done some great things with some great people
An anonymous client purchased a powerful sales stack that included Salesforce (CRM), Outreach (cadence), Orum (AI-assisted dialer), LinkedIn Navigator, and Seamless.ai (lead enhancement).
Mark connected all the software together, created a 14 step sequence that included 3 email spears, and trained him how to quickly pull the correct leads from LinkedIn Navigator to Seamless and drop them into an Outreach cadence.
Fatstax had been in business for 8 years selling to life science companies.
Mark came in and analyzed the data and found that manufacturing companies, while low in sales volume, were buying faster at a lower initial ASP, but resulted in higher LTV than their traditional life science targets.
The result was FatStax pivoted the sales team towards manufacturing, kept beating BigTinCan in bake-offs with a higher-priced product to the point where BigTinCan acquired FatStax.
FatStaxSaaS Sales Enablement
SkySync did not have any defined swim lanes.
Mark extracted all the CRM data, did an enhance & enrich protocol to identify swim lanes. We then developed strict go-to-market process for each swim lane.
The result was that SkySync ended up selling a lower volume of products to the lower swim lanes at a higher ASP, resulting in increased revenue.
SkySyncSaaS Content Migration
At Duo Security, Mark analyzed all the inbound leads and how they interact with our freemium deployment model.
Depending on their stated company size & software adoption stage, Mark developed an outreach program targeting prospects whose conversion to revenue ratio was high.
The result was that we were able to accurately value our pipeline at any moment in time.
Duo SecuritySaaS IT Security
JoVE is an independent peer-reviewed video publishing house.
Mark built defined swim lanes to each of their verticals as well as develop beachheads into new markets.
The result was exponential growth in sales to scientists, libraries, & medical device companies, all resulting in the establishment of multiple JoVE publication lines.
Mark looked at the complex sale process and re-architected their sales process & identified the true champion and initial persona to sell to.
The result was faster sales cycles.
AyslingSaaS Multimedia ERP
Giniel Financial is a mortgage company that follows the Entrepreneurial Operating System (EOS).
Greg, however, had a difficult time pulling all his data together from all his different systems.
Data Sales Science worked with our partners to develop a comprehensive, custom and fully managed set of dashboards so Greg could manage his company more efficiently.