CASE STUDIES
Driving revenue through new product launches
Nathan worked with Kevin, the Chief Sales Officer of a multinational market research firm with 2,500 staff globally and 200 sales people. He was tasked with growing the business with a technology infused value proposition which required successful new product launches.
The challenge: There was an exciting new product launch being planned but historically product launches had not been achieving their 6 month launch KPIs, including revenue generation.
The approach: By working across product development, product marketing, marketing, customer success and sales in 3 regions Nathan was able to identify challenges in previous launch processes and empower and support the cross functional team across product development, marketing and sales to address these.
The impact: Communication was improved, key milestones were aligned, agreed and then hit and the product launch was brought in on time and the Go To Market was executed flawlessly. The launch achieved its 6 month KPIs in 4 months and delivered ££ hundreds of thousands of incremental revenue, creating a new playbook for how products should be launched going forward.
"You left the team a great gift and truly set a new standard for product launches with all of the great client content"
Building the right pipeline
We worked with Dan, a dynamic and innovative CEO leading a social mobility consulting and recruitment firm of 30 people across three brands.
The challenge: He was concerned about the quality and value of the pipeline the sales team were generating as it was based on their lowest value service offering: there weren't enough of them and they weren’t the right opportunities to grow the business. He was worried the cause was poor outreach. The sales forecast looked bleak and it was putting pressure on him to be the sole creator of the right opportunities.
The approach: By working with him and his team we identified challenges around the group value proposition, who they were targeting and the team's knowledge of the solutions and benefits. We worked through these with the sales and other functions while showing them how to self identify and solve these challenges on their own.
The impact: In Q2 there was a 3x increase in meetings with the right kind of prospects and then a 3x increase in opportunity creation from those meetings, for the right solutions and values. Dan was able to focus on other parts of his growth plan as a result, and in Q3 and Q4 the business went on to post its two best ever sales quarters.
"We're prospecting with a much sharper focus within our ICP, which has helped us to more consistently generate leads that are a better fit for the business. The team feel confident that they're reaching out to the right type of organisations"
Board advisor for growth
We worked with Will as Founder & CEO of an innovative environmental consultancy with a SaaS offering.
The challenge: He knew that the firm he had set up was meeting a market need but was worried he was missing the opportunity in the market and needed more commercial advise.
The approach: He was recommended to SaGe Ascend and Nathan joined the advisory board meetings which were held quarterly. By thoroughly reviewing the board pre-read pack and talking with key members of Will’s leadership team, Nathan was able to understand the nature of the business’ challenges. He provided expert commercial input, grounded in their data and 20+ years of experience, that helped shape decisions the business needed to make. Additional 1-2-1 conversations with Will provided him with the support and confidence to drive the company forward and shape its direction.
The impact: The business took a number of impactful decisions that ranged from successfully increasing fees by 20% without losing any clients, to improving the impact of sales and marketing functions. The business experienced strong double digit growth through this period.
“In his position as an Advisory Board member up he has helped us accelerate growth and increase our brand presence. Nathan has been a confident to myself as founder and a source of inspiration to many members of the team”
Coaching for personal & business growth
Oliver is the Sales Director of a sustainability business with two different divisions and was new to the Sales Director role.
The challenge: In the fast paced scale up environment there were many demands on his time and he was incredibly stretched, but also keen to develop in his role.
The approach: He was mentored by SaGe Ascend through weekly sessions. They provided him with a safe space to sound out and test his thoughts and receive expert guidance on topics ranging from team management to self management and task prioritisation through to growth strategies, cross functional alignment, recruitment and compensation plan design.
The impact: The support gave Olly the mental space, skills and frameworks to navigate the role and balance that with his own well being, increasing his confidence and impact. Oliver was able to grow one business by more than 50% year on year and the other by more than 20%, while successfully achieving his own work life balance.
“Nathan brings a combination of coaching and advice alongside a wealth of experience in sales leadership roles. His approach helped me function better by balancing my individual requirements and the requirements of our business”