This tech platform company carved out a top spot in the cloud market with its easy-to-use products and services. But while its solutions were designed for simplicity, the company found selling in the B2B space was getting more complex.
With an expanding array of cloud solutions and millions of prospects and customers, the company must coordinate across countless channels, global regions, and segments, including small- and medium-sized businesses (SMB), corporate, enterprise, public sector, and education.
The tech platform company knew if it could better manage these moving parts, it stood to capture a greater piece of the B2B market. It set out an ambitious plan to make more effective use of channels, rapidly test and deploy fresh go-to-market strategies, and scale sales processes to better serve its growing customer base.