As a leader in pipeline, sales, and revenue acceleration for B2B technology companies, Operatix, an outsourced sales specialist, has a wealth of experience driving lead generation for some of the world’s biggest tech players, as well as emerging software vendors and scale-ups.
The company’s results-oriented focus and commitment to excellence has proven to be a winning formula. Between 2019 and 2020, Operatix drove a 23% increase in revenue across both North America and Europe, improved sales bookings by 30%, and increased global headcount by 31%.
“It’s a good challenge to have,” jokes Adam Rangel, Operations Director at Operatix. “We’re growing extremely quickly. But as you know, when you’re growing quickly, the processes can be tough to catch up with.”
In his role at Operatix, Rangel manages roughly 50% of the organization’s clients in North and South America and is responsible for everything from managing profit and loss, revenue, and margins, to successfully launching new client programs. It was challenges around this go-to-market process specifically that led Operatix to engage Cosmic Growth to develop sales playbooks for some client accounts.
“We get a lot of new clients who have a phenomenal product, but they don’t necessarily have the sales tools, cadences, or really anything to sell the product,” explains Rangel. During a typical go-to-market engagement, the team at Operatix meets with the client’s sales and technical representatives to get to know their products and technology. They also explore the client’s ideal customer profiles and verticals so that Operatix’s sales development representatives (SDRs) can more effectively generate leads and set appointments for the client.
“Cosmic Growth helps expedite every single one of those things,” Rangel states. By working directly with Operatix’s clients, “Cosmic Growth is able to take clients’ pains, what works, and what doesn’t work, and make everything we need to launch a sales program quicker and sooner. One of the main pieces of feedback I get from clients is the ease of use.
“Our job is very simple: clients come to us for qualified meetings,” Rangel states. “That’s about 90% of our job. When we do well, they want to spend more money. If we’re bringing qualified meetings to their door, they’ll spend more money to bring in more meetings.”
These types of expansion sales represent a significant growth opportunity for Operatix, but they also require additional effort to execute. According to Rangel, “When expansions occur, we have to bring a new resource onboard, and this person does not have the context of the ideal customer profile that the rest of the team has.”
“That’s one place Cosmic Growth comes in,” he notes. “Cosmic Growth is essentially a catalyst that gets them up and going a lot quicker. So, one, that helps us sell our services a lot easier, and two, that helps us launch the expansion quicker.”
In addition to supporting expansion sales, Cosmic Growth’s sales playbooks help Operatix to quickly onboard sales representatives who may be new to enterprise software sales.
“A lot of these reps have little time to become experts in the ideal customers they are selling to ” Rangel explains. “With Cosmic Growth, they already have everything at their disposal to learn, as opposed to Operatix making it, reviewing it, and then giving it to the rep. That helps with a quicker go-to-market as well.”
Cosmic Growth’s sales playbooks are similarly helpful when turnover occurs at Operatix. “When we have to fill that gap, we have the Cosmic Growth playbook to really help ramp up that new resource, quickly and effectively,” notes Rangel. “Getting a new hire truly ramped up takes anywhere from two to four weeks without Cosmic Growth. With Cosmic Growth, we can have them ramped up in as little as a week.”
“On a personal level, Cosmic Growth saves me a lot of time and headache,” Rangel shares. “I know that, when I introduce Cosmic Growth to a client, I can 100% trust the team to execute on the sales playbook.”
Ultimately, Rangle concludes, “Working with Cosmic Growth on several accounts has helped me in terms of growing here at Operatix, helping my team expand, and helping our clients go to market sooner. At the end of the day, your SDRs are only as good as their cadences, their scripts, and their sales playbook. If you can’t do that effectively – or if you don’t have time to do it – Cosmic Growth can come in and do just as good a job, if not better than you can.”
Founded in 2012 and with three offices worldwide, Operatix specializes in accelerating growth and increasing revenue for emerging, mid-size, and enterprise B2B software companies across North America and Europe.
Cosmic Growth is a B2B sales training consultancy that enables companies to increase the number of outbound sales meetings they book through custom sales playbooks, sales cadence development, and sales coaching.
Including templates for ideal customer profiles, buyer persona goals and challenges, probing questions, outreach guidelines, customer stories and objections
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