Challenge: Selling a Deeply Technical Product to Executives

The founders of this Cloud Infrastructure product needed help communicating to decision-makers. They had no trouble attracting interest from engineers, but their sales pitches and marketing materials weren’t connecting with the needs of senior executives at larger companies who controlled big budgets and made financial decisions.

Solution: Customer Interviews, Feature Mapping, Updated Messaging, and New Sales Material

A new messaging strategy was created after uncovering how buyers talk about this product. This new strategy improved sales collateral as well as marketing content on the website, driving both an increase in the quantity and quality of enterprise sales prospects.

Qualified leads doubled in the three months, organic search traffic increase by 50 percent, and the enterprise sales cycles shortened significantly.