Elevate Security Case Study

 
 
elevate-security_owler_20190213_162022_original (1).png

Context

Elevate Security is a SaaS startup web-based platform that measures, reduces, and communicates the human risk to data security that’s based on behavioral science. Serving a very specific enterprise niche market, their solution is part technology (an analysis of internal security) and part theater (hosting role-play training exercises to social engineer a security breach). This inventive and unorthodox company required high-level dashboards to fuel growth and operational efficiency between Success, Sales, and the Executive Team.

Challenges

At the beginning of our engagement Salesforce was basically a fancy rolodex. They knew there was good information in it but they didn’t know how to transform usable insights into action. Elevate couldn’t visualize their upsell opportunities without the connections to seats/licenses and how they changed over time. They lacked accurate reporting necessary in demonstrating scalable growth to emerge from Series A funding. They struggled with legacy data corruption, lack of input system integration, and clean handshakes between marketing, sales, and customer success which in turn caused forecasting and boarding reporting issues. Our engagement focused on:

  • Scrubbing data issues caused from an initial CRM migration to SFDC

  • Adding marketing leads into SFDC and creating lead management process 

  • Translating manual hand-offs to systematic transfers from pre-sales to post-sales

  • Organizing territory management based on business logic

  • Creating dashboards for accurate forecasting and board reporting

Solutions

Benjamin hosted several discovery meetings to figure out what information was valuable, missing, and incomplete. He helped the Elevate Security team define their ideal process, tying it back to metrics and the data needed to manage those OKRs. 

There were a myriad of systems that needed integration into SFDC including their website form builder and Zapier, MailChimp, niche outbound lead generation specific to CIOs and CTOs, LinkedIn Sales Navigator, and ZoomInfo enablement. Engagement deliverables included:

  • Cleaned up data corruption from previous CRM migrations

  • Rebuilt their price book

  • Crafted Executive & VC reporting dashboards

  • Reengineered pre- and post-sales handoff from manual and duplicitous process to a streamlined and more automated solution

  • Revamped of how they calculated and managed forecasting

  • Orchestrated their sales process using Outreach to manage touchpoint cadences

  • Constructed a client happiness score -- red, yellow green -- to track sentiment over time

Benefits

By successfully mapping out an end-to-end process along with fully integrating Salesforce with their data systems, it reduced friction in their internal and external processes. 

Sales:

We were able to create standard and repeatable prospecting and cross-selling methods. Sales systems worked for them and not against them, enabling sales work to be more relevant and effective. 

Marketing:

All leads were captured from all channels and attributed, providing the building blocks for repeatable and effective lead generation.

Success:

By rating efforts over time, customer success proactively monitors the risks of churn, renewal opportunities and other outreach activities.

Reporting:

Via one click metrics, Annual Recurring Revenue (ARR), upsells, expansions and renewals are available in real-time for decision making.

Results

Elevate Security’s C-Suite saved hundreds of man-hours, moving away from manual spreadsheet machinations into coalesced and strategic dashboards. Customer Success is now guaranteed all the information they need to onboard a client before the deal is closed. Sales is using a defined Price Book that feeds Finance with what they need to accurately forecast and invoice correctly.