Prighter Increase Conversion Rates across Global Sales Function
E360 Fractional Sales Leadership
Client
Prighter is the leading provider for global privacy representation services and software for compliant interactions with individuals and data protection authorities. Prighter works across all vertical markets including software and technology, healthcare, gaming, advertising, retail and many more. Their customers range from startups to Fortune 500 enterprises who with Prighter’s help conduct international business with the confidence that they comply with multiple data protection regimes.
Target
● Outsourced leadership and mentoring of the sales team
● Structure sales process to support accelerated growth
● Develop go-to-market strategy
Situation
An Austrian company, Prighter is established in the EU, UK, Japan and with a strong global customer base across multiple vertical markets. Prighter has successfully developed and delivered key privacy representative services and software to its client base but needed to develop a platform to scale at pace and against which to deliver new products and services.
We were engaged to work on Prighter’s go-to-market strategy, to structure the sales processes and to take over a sales leadership role to mentor the sales team and ultimately grow revenue.
Key target deliverables were building and managing the sales and marketing processes, helping with identifying and addressing the market for compliance and data protection SaaS solutions, building and educating the team and generally working hands-on on all aspects of growing the business; from marketing and lead generation to direct sales and channel management.
E360 Deliverable: Fractional Sales Leadership
Throughout the project we have delivered:
- Alignment of sales resources to key growth areas
- A better structured inbound sales process
- An outbound b2b sales channel
- Defined sales goals
- A higher conversion rate
- Pipeline and Forecast clarity and confidence
- Planning to help with a key new product launch
Outcome:
Following initial reviews, we worked with the Prighter leadership team to review the success to date and use that as a platform to deliver improvements and implement a model to deliver accelerated
revenue growth. This includes a sales and marketing strategy, a sales plan for regions and vertical markets, channel plans and the support of a key new product launch.
This type of work is never ‘complete’ and on an ongoing basis Excelerate360 will continue to drive improvement in Prighter’s sales function, scaling the sales team and providing leadership and
support.
As we move forward, Prighter benefits from the potential to add other services like lead generation and full or part-time sales representatives to accelerate growth, test markets and potential new products.
“We have a great working experience with Excelerate360 Ltd. It is on time and on point. They go above and beyond their scope of work providing Consultancy and Sales Leadership and help hands-on with what we need.
I was impressed by the ability to understand our business model and the industry we are in and find the proper approach for our growth strategy and the execution of it. It is rare to have someone come in and deliver from day one, I cannot think of a better partner.”