New Scalable Revenue Operating System Delivers Outsized Results

Client - Palmetto

Industry - Clean Technology

Created a scalable revenue operating system by establishing centralized oversight of enterprise data, technology, and content assets, amplifying the productivity of the revenue team.

42% increase in year-over-year (YoY) revenue

30 day reduction in new sales rep ramp time

34% decrease in average sales cycle time

Palmetto's disjointed sales tech stack hindered their ability to manage their sales funnel, causing them to lose deals and struggle to build lasting customer relationships. To thrive in today's competitive market, Palmetto had to build a unified and well-integrated revenue operating system that would empower teams to work quickly and cohesively, all through the lens of data-driven insights and automation.

Reduced the number of CRMs from three to one

Implemented a fully integrated sales execution platform

Integrated marketing automation tools, allowing for automated drip campaigns and sequences

Integrated BI tools to provide actionable insights

Invested in training and enablement to support reps

Simplified and streamlined processes increased tech adoption and decreased rep churn by 20%

Automated email and SMS communications increased conversion rates by 40% and allowed reps more time to focus on prospecting and closing

Call recording and drop-in capabilities allowed for real-time feedback and coaching of reps and allowed sales leadership to increase rep carry capacity by 20%

Reps activity and performance metrics became transparent, allowing leadership to better manage their teams