Building a scalable framework
Engaging ScaleupXQ enabled 7Analytics to accelerate their sales efforts and enter the market faster, without the need for extensive hiring or training.
Company type
Startup
Growth stage
GTM first time
Business model
SaaS
ARPA
High (€15-100k/year)
About 7Analytics
Client Target Details
7Analytics is committed to building a unique data platform that supports sustainable risk management.
Through the utilisation of technology and data analysis tools, 7Analytics assists its clients in making well-informed decisions and devising sustainable solutions that significantly impact their communities.
"After engaging ScaleupXQ we have established an actionable GTM strategy that we are executing together. As an example, ScaleupXQ generated 18 sales opportunities during our first month."
Jonas Aas Torland
CCO & Co-founder 7Analytics
The Challenge
Although 7Analytics successfully secured its initial customers through founder-led sales efforts, the challenge arose when attempting to scale these efforts, revealing the need for more specialised sales expertise. The team recognised the absence of systematised processes necessary to consistently generate high-volume activities and fill the pipeline predictably. Additionally, the 7Analytics team encountered difficulties converting initial meetings, resulting in few deals signed and a limited understanding of the reasons behind this.
The Solution
Initially, ScaleupXQ was engaged to tackle 7Analytics' challenge of not being able to populate the pipeline with opportunities. The scope consisted of building a tactical sales framework, and further deploying a sales team consisting of sales management, prospecting management, and sales development representatives. The processes and data were securely stored in the company's CRM system, set up from scratch by ScaleupXQ in HubSpot.
As challenges persisted in converting initial meetings, ScaleupXQ broadened the scope to encompass account executives. This allowed ScaleupXQ to take complete ownership of the entire sales cycle and gain a better understanding of the underlying issues affecting conversion rates.
The Outcome
By activating sales resources and systematically following the tactical framework, ScaleupXQ rapidly increased the number of sales activities on behalf of 7Analytics. These activities resulted in new market insights and direct feedback on the relevance of customers to the 7Analytics product. Based on these insights, ScaleupXQ refined the framework, leading to a clearer ideal customer profile.
When adding the account executives to the case, the conversion rate from the first meeting to follow-up meetings soared from 27% to 98%. This increase in conversion also translated to more than 20 deals closing during the first year.
Engaging ScaleupXQ enabled 7Analytics to accelerate their sales efforts and enter market faster, without the need for extensive hiring or training. As the internal team did not have extensive sales experience themselves, hiring the right people was considered a challenge in itself. ScaleupXQ provided an alternative solution, ensuring a sales organisation built on hands-on experience and expertise that operated as an extension of the 7Analytics team.
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