Evergage
The concept is old. The platform is new. Combine one-to-one marketing with deep data. Add machine learning and “suddenly” Evergage is at the forefront of the burgeoning customer data industry. Founded in 2010, Evergage’s real-time personalization platform leads to increased engagement, optimized conversion rates and improved customer experiences. It’s called, “The Power of 1.”
Results at a glance
- Largest quarter in the company’s history
- 50% of the enterprise team was 150% or more over quota
- The entire sales team crushed their numbers 4 days prior to end of quarter
The Challenge
For close to a decade, Evergage had been successful and grown organically. But to consistently achieve Evergage’s aggressive growth targets, Bryan Head, Chief Revenue Officer, realized he had to deliver optimal productivity and better opportunities from a group of diverse sellers—ranging from those experienced in various methodologies to promising sellers with no exposure to formal sales training.
In this rapidly moving industry, there was no time to waste. Bryan saw the inefficiencies and without a common language, the qualification process was inconsistent. Company subject matter experts, already pressed for time, were asked to participate in meetings that were not qualified. Insight into, and confidence in the pipeline was murky, at best.
Business issues
- Consistently hit aggressive growth targets
- Raise productivity across sellers with very different levels of sales experience
- Bring consistency to qualification and clarity to the pipeline
Great deals start with great qualification.
The Solution
Bryan could see the full potential of his team and in seeking a process to get there, he was convinced ValueSelling would provide a reliable roadmap. The ValueSelling Framework® provides a single methodology and common vernacular that the Evergage team could agree on and hold themselves accountable to.
The most noticeable impact? “Great deals start with great qualification,” says Bryan. “With the ValueSelling Framework, we look at our opportunities through a new lens. It has been a wake-up call, peering into the dark corners of existing deals at various stages in the pipeline. But like cleaning the smudges off your glasses, it provides a lot of clarity.”
With the Qualified Prospect Formula, team members know each step they must take. They can’t get from Point A to D without hitting B and C.
“ValueSelling provides us with a litmus test. From the outset, ValueSelling helps us avoid pitfalls. And if we’re not on track with a deal, no problem. We know how to go back and create game plans for immediate course correction,” says Bryan. “Adopting ValueSelling allows us to scale and maximizes my time in coaching the team because the process is the same for each person and every deal.”
The Results
Evergage installed the ValueSelling Framework methodology at the start of its 2018 fiscal year. And in the next full quarter, they achieved amazing results:
- Largest quarter in the company’s history
- 50% of the enterprise team was 150% or more over quota
- The entire sales team crushed their numbers 4 days prior to end of quarter
“The quarter after we implemented ValueSelling was magical. We had significantly exceeded our goal before the quarter ended, so instead of a last-minute frenzy, we were able to shift gears and get a great jumpstart on the next quarter,” added Bryan.
In any organization, time is precious and resource utilization critical. With ValueSelling, the team now speaks the same language and gauges deals using the same process. By being more disciplined with qualification, Evergage is spending time on the right opportunities versus chasing dead-end deals. The immediate results are predictive. The Evergage team is standing in the limelight.
