Case Study: Revitalizing Stagnant Sales with Predictive AI and Targeted Outbound
This case study demonstrates how Angmars’s integrated Stack, Pipe, and Close services, optionally enhanced by embedded SDR expertise, can revitalize stagnant sales, uncover new market opportunities, and drive significant revenue growth for mature B2B SaaS companies.
Client has requested to remain anonymous.
The Challenge: Outdated Tactics and Stagnant Growth for a Mature SaaS Player
A mature B2B SaaS company, a long-standing provider of IT management solutions, found itself in a precarious position. Despite a robust and reliable product, their sales growth had become stagnant. Their traditional Go-To-Market (GTM) tactics were no longer effective in a rapidly evolving market, and they struggled to identify and penetrate new market segments. Without predictive insights to guide their sales and marketing efforts, they were losing ground to more agile competitors.
The Solution: Uncovering New Opportunities with AI and Precision Outbound (Stack, Pipe, & Close with Optional Embedded SDRs)
Angmars partnered with the client to inject new life into their sales engine, leveraging our Stack, Pipe, and Close services.
Stack: Overhauling GTM Tech with Predictive AI
We began by overhauling their GTM tech infrastructure with advanced AI capabilities. This involved implementing an AI-powered market intelligence platform that analyzed vast datasets to identify underserved niches and emerging trends within their industry. This new Stack provided predictive insights into ideal customer profiles for these new segments, along with their specific pain points and preferred communication channels, effectively uncovering previously hidden opportunities.
Pipe: Targeted Outbound for New Market Penetration
Armed with the granular insights from the Stack, our Pipe service launched highly targeted outbound campaigns. These campaigns were specifically designed to penetrate the newly identified market segments, utilizing AI-generated insights for hyper-personalized messaging and prospect engagement. This precision approach ensured that every outreach was relevant and compelling to the new target audience. An embedded SDR team was deployed to execute the targeted outbound campaigns and qualify leads in these new segments, ensuring efficient and effective market entry.
Close: Empowering Sales for New Frontiers
To ensure the sales team could effectively capitalize on these new opportunities, our Close service provided specialized training and tailored playbooks. This equipped their sales representatives with the knowledge and strategies needed to effectively engage and close deals within these unfamiliar, high-potential market contexts.
The Results: New Market Penetration and Renewed Growth
Q: What was the primary challenge hindering the client’s growth?
A: The client, despite having a strong product, was experiencing stagnant sales due to an inability to adapt their GTM to new market dynamics and effectively target new customer segments. Their existing outbound efforts were yielding diminishing returns.
Q: How did ‘Stack’ provide the necessary market intelligence?
A: We implemented an AI-powered market intelligence platform that analyzed vast datasets to identify underserved niches and emerging trends within their industry. This system provided predictive insights into ideal customer profiles for these new segments, along with their pain points and preferred communication channels, transforming their understanding of the market.
Q: How did ‘Pipe’ and ‘Close’ work together to penetrate new markets, with optional embedded SDRs?
A: Based on the ‘Stack’ insights, we crafted and executed bespoke outbound campaigns (Pipe), optionally supported by an embedded SDR team, specifically designed for the new segments, resulting in a 50% higher response rate than their previous efforts. Concurrently, we provided their sales team with specialized training and playbooks (Close) to effectively articulate value and close deals within these unfamiliar market contexts.
Q: What were the measurable impacts of this GTM revitalization?
A: The client successfully penetrated two new market segments, resulting in an 18% increase in new logo acquisition and a 10% uplift in overall revenue within the first year, reversing their previous stagnant growth trend and achieving a 2x increase in market share.
