We interviewed Amanda Cyr, Government Market Director and Team Lead at AchieveIt, about the overview of their program with SalesRoads:
Background
AchieveIt, a cloud-based software provider, helps organizations track and execute their strategic plans more efficiently. Despite having a valuable product, the company faced challenges in prospecting and growing their pipeline.
In this case study, we explore how SalesRoads has helped AchieveIt overcome these challenges and achieve success in the government market.
Challenge
AchieveIt team struggled to balance the conflicting priorities of prospecting new opportunities while closing existing deals in the pipeline. The manual and tedious process of client outreach left them feeling frustrated, with limited bandwidth to focus on strategic planning.
Solution
To address this issue, AchieveIt decided to partner with SalesRoads. They chose SalesRoads over other firms due to its in-house training, focus on culture, and commitment to building strong relationships.
SalesRoads provided AchieveIt with a dedicated team of SDRs and a customized playbook that allowed them to target the right clients and generate more leads.
Furthermore, SalesRoads created a shared Google sheet where call recordings are accessible for both AchieveIt and SalesRoads to improve SDR’s approach and messaging.
Results
- 937 appointments set
- $540k ARR closed across 18 deals
- $27M in total pipeline generated over the life of the campaign
- $740k ARR is in late-stage deals expected to close in the next 60–90 days
- The program continues to generate over 85% of all qualified leads for the company today
Since partnering with SalesRoads, AchieveIt has experienced tremendous success. SalesRoads streamlined manual processes and simplified operations for the team, resulting not only in an increase in appointments booked but also in booked meetings being converted to actual meetings at a nearly perfect rate.
Their pipeline has grown 2-3 times, and they have been able to close 10 deals directly attributed to SalesRoads’ efforts. The ARR pipeline generated by SalesRoads significantly expanded the ARR generated by marketing, field, and AE sources.
This scalable model started with just 1 SDR and has grown to a team of 10 SDRs, reflecting the continued success and trust in the program.
In addition to the increase in pipeline and closed deals, AchieveIt has found value in SalesRoads’ relationships and their commitment to the partnership. The SalesRoads team is responsive and attentive, readily adapting to feedback and making adjustments when necessary.
The strong relationship between AchieveIt and SalesRoads is exemplified by the successful handoff between the SalesRoads SDRs and the AchieveIt Market Directors. The SDRs are communicative, diligent, and always looking for feedback to improve their outreach. Their dedication has provided valuable insights, such as identifying key contacts and titles within target organizations.
SalesRoads has also helped AchieveIt refine its lead generation strategy. In addition to outbound prospecting, AchieveIt relies on inbound marketing, face-to-face conferences, and partner referrals for lead generation. Compared to these other methods, outbound prospecting has proven to be more effective for closing deals in the government market.
Conclusion
By partnering with SalesRoads, AchieveIt has overcome the challenges of limited time and resources in growing its pipeline. The company has experienced significant growth in both pipeline and closed deals.
This ongoing partnership of over three years continues to be a critical component of AchieveIt’s revenue growth engine.
