Case: Alpha — Revenue Engine Rebuild
A dev-tools company needed a clearer ICP and a repeatable motion from SDR to close.
Results
- Qualified pipeline +92% within 90 days
- Win rate improved from 18% to 27% in two quarters
- Forecast accuracy within ±7% after three months
Approach
- Defined ICP and segmentation with customer interviews
- Rebuilt stage definitions and enablement by role
- Instituted weekly operating cadence and deal reviews