“How should we grow sales and mature our sales processes?”
The Challenge: Scaling Beyond Founder-Led Sales
A fast-growing SaaS startup specializing in innovation portfolio management had built early success through founder-led sales. However, as the company grew, leadership recognized the need for a structured, repeatable sales process to drive sustainable growth — but they didn’t have the internal resources or expertise to build it from the ground up.
The Sparklos Approach: A GTM Strategy Built for Growth
Leveraging Sparklos’ Growth Scale strategy playbooks, a set of proven practices developed across decades of business development and B2B sales,, we built a scalable Go-To-Market (GTM) function, providing both strategic direction and hands-on execution.
We built a structured account sales strategy and sales motion to transition the team beyond one-off, founder-led sales efforts. To support this, we developed needed sales collateral, including pitch decks, pricing models, and messaging frameworks. These efforts encapsulated the founder’s expertise and methods to empower the broader team to drive sales. We also collaborated with the team to define a clear product and pricing strategy to align with customer needs and business goals.
To drive pipeline growth, we designed and implemented an account-based marketing (ABM) strategy, continuously refining it based on customer response.
Most importantly, we worked alongside the team to implement these tools and build capabilities, coaching the team real-time through new sales efforts and to secure critical renewals.
The Outcome: A Sustainable Sales Engine
- First dedicated sales hire, signaling readiness for scale
- A repeatable, structured sales foundation that supports long-term growth driven by the broader team
- $5M renewal secured
Facing similar challenges?
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