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Helping Influitive shorten sales cycles and strengthen retention.
Influitive is a customer engagement platform that helps large companies engage their customers for reviews, references, referrals and event speakers. Its customers include Cisco, Adobe, ADP and IBM.
Services
Pricing and packaging redesign
55%
Multi-year contracts, up from 20%
85%
Retention, up from 65%
75 days
Sales cycle, down from 90
Global customer engagement software. Customers include Cisco, Adobe, ADP & IBM.
100+ employees
HQ Toronto, Canada, with offices in Boston and London
Martech
The Challenge
Customers said they got value from the product but felt constantly nickel-and-dimed for additional features. That raised doubts about whether the pricing model supported upsell, cross-sell and retention, and the company decided it needed simpler pricing that let it land and expand.
THE SOLUTION
Influitive brought in Pricing I/O and, over six to nine months, moved to three good-better-best packages, keeping the change revenue-neutral. Product, marketing, CS and sales worked on it together and tested the packages with customers. Sales was prepared with talk tracks and role-play for price-increase conversations, overpaying customers were offered extra products and services instead of a downsell, and every deal was positioned as multi-year by default.
The Results
- Multi-year contracts increased from 20% to 55%
- Retention improved from 65% to 85%
- Sales win rate improved from 15% to 20%
- Sales cycle time dropped ~20%, from 90 to 75 days.
7 Quarters of ARR growth in a row!
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Rob Merklinger
Chief Revenue Officer, Influitive
SaaS platform for sales performance analytics.
58%
Increase in unit pricing
13%
Increase in win rates
24%
Less discounting
All-in-one software for roofing businesses.
Complete redesign of the pricing and packaging model
Operating system for home servers, NAS and virtualization.
Team interviews, customer and contributor interviews, product and sales-data analysis, findings presented in an actionable form