For over a decade this privately funded software company had been loading accounts and contacts from marketing events directly into their CRM with no quality assurance or checks and balances in place. Our client faced 200k accounts riddled with duplicate records, missing or incorrect websites, and sparse demographic data. They wrestled with 900k contacts with loads of missing contact information. Sunrise Rev executed a total rebuild of their database to give them clarity on their target market. We achieved a complete representation and segmentation of this company's total addressable market (TAM). This was a crucial step in understanding the full potential of their business and developing a targeted marketing and sales strategy. To achieve database nirvana Sunrise Rev took the following steps:

1. Pulled together and led an internal SWAT team dedicated to course correction and cleanup. Developed a comprehensive project plan and drove execution.

2. Onboarded a sales intelligence platform to enrich the database. Made it go-to-market ready by validating and appending records with key data and eliminating data uncertainty.

3. Shut off the bad data faucet. Created a previously-absent, disciplined lead flow process. Added data deduplication rules. Established data governance policies. Enforced data quality standards. Provided training to users to prevent and manage duplicates effectively

4. Gathered and loaded "look alike" list of accounts from sales intelligence platform not currently represented in account database. Armed Sales with thousands of new accounts to target.

Upon completion 127k unsatisfactory records were removed. 20k records were merged. 10k records were demoted. Meanwhile 110k current accounts were enriched and 50k target accounts were added. 100% of the universe of accounts are now complete with domains, unique identifiers and extremely valuable information like Annual Revenue, Employee Count, Industry, etc. Reach out to learn more about why this company calls Sunrise Rev the “Ace of Database.”

This series A company brought in Sunrise Rev with a mission to accelerate new client acquisition. We diagnosed the situation, created a comprehensive list of initiatives to drive progress, and executed. Two quarters later these are just some of the results they are raving about in board meetings:

1. 14x new client acquisition

2. 8% lead conversion lift

3. When Sunrise Rev started it required over 17 demos to convert a single client. Last quarter that number has dwindled to less than 6 demos

Accelerating new customer acquisition is a key goal for many businesses looking to grow and expand their customer base. To achieve this, you can employ a combination of strategies and tactics designed to generate more leads, convert them into customers, and streamline the sales process. Far from one size fits all, the most effective strategies are highly customized; please reach out to learn more.

After thrashing around in a poorly implemented Sales Engagement tool, this Series A company was missing the mark on adequate lead coverage and falling short of their lofty goals.

Navigating a rigorous regulatory climate and high security standards, Sunrise Rev was able to sunset the legacy tool and cut over to a fully functional Sales Engagement Platform in <4 weeks.

The upgrade fueled significant sales growth by enhancing the effectiveness and efficiency of the sales team's interactions with prospects. This included:

1. Email automation, call tracking, and multi-channel communication capabilities

2. Lead management features that help sales reps prioritize leads based on their likelihood to convert

3. Activity tracking and analytics. Sales teams can monitor prospect engagement, track email open rates, click-through rates, etc

4. Workflow automation capabilities, allowing sales to automate repetitive tasks

5. All interactions and data are CRM centralized, providing a comprehensive view of each lead's history and progress through the sales funnel

6. A/B testing of messaging and outreach strategies

In the 2 months following go-live of the new tool, daily call volume was up 4.2x. Leads received in this period yielded 11% more wins than the previous 7 months combined. Sunrise Rev created the necessary cadences, plays, automations, workflows, training, and more to maximize the Sales Engagement Tool investment and ensure continued success.

This series A company was leveraging an extremely senior, high cost sales team for cold-calling and MQL to SQL conversion until Sunrise Rev stepped in. This practice was problematic for several reasons: time-consuming top of funnel coverage siphoned time from higher value bottom of funnel efforts, the expertise of the premium sales team was being poorly used, the sales team was dissatisfied with their mix of work, and costly leads were slipping through the cracks with little to no coverage.

To level up top of funnel execution, Sunrise Rev created and drove forward a plan to outsource a new SDR function. This included:

1. Company needs analysis to capture requirements including significant industry specialization

2. Firm evaluation and recommendation (vetted 7 firms)

3. Onboarded and trained SDR team to work within the clients technology to ensure data continuity, while ensuring security of sensitive data within the CRM

4. Workflows to automate the facilitation of the meeting handoffs and reschedule needs

The new SDR function is now allowing our client to keep pace with demand. Prior to the SDR program the highly paid in-house sales resources were booking 7 demos a month per rep. Since launch the outsourced SDRs are averaging 27 demos per SDR a month. Additionally the concern of overlooked leads is now completely resolved and the team is averaging 16 touches per lead. Meanwhile the sales reps can concentrate on closing deals, which has significantly boosted overall growth.

After 6 quarters of significant forecast shortfalls, this series B SaaS company was eager to enhance their pipeline predictability and unlock reliable growth.

Sunrise Rev rapidly assessed the current state via system review and 1:1 meetings with people across leadership and the sales org.

Within one month Sunrise Rev delivered a detailed Executive Summary identifying the key issues and recommended solutions.

Sunrise Rev immediately executed improvements including:

1. Creating and rolling out a new and improved pipeline methodology

2. Training individual contributors on how to insightfully forecast and manage deal dynamics

3. Optimizing the structure of pipeline and forecast reporting and review cadences

4. Analyzing top of funnel lead flow and opportunity conversion to identify and address key friction points in the sales process

5. Collaborating with the Rev Ops team to implement more streamlined process for opportunity management

6. Coaching the sales management team on how to manage pipeline discretion and roll up effective reporting for the CEO and board

Within 5 months of Sunrise Rev's involvement, forecast accuracy had increased 2x. The leadership team and board had the pipeline visibility they needed to make the right decisions for the business. Sunrise Rev also helped the company recruit and onboard an excellent permanent sales leader from the Sunrise Rev network.

Due to unexpected resignations this series B company was left with no marketing team. After 3 months of zero marketing coverage, Sunrise Rev stepped in to drive forward the marketing mission on an interim basis and hire a permanent marketing leader.

Sunrise Rev quickly assessed the lay of the land and identified the most urgent priorities.

Within 3 months, Sunrise Rev implemented comprehensive coverage including onboarding 3 trusted vendors from the Sunrise Rev network.

1. Sales collateral creation: aligned with sales to spec out requirements for 3 critical pieces; engaged a trusted vendor to collaborate on creative messaging and design

2. PR & media relations: took over full management of PR relationship, driving high velocity, quality execution

3. Field marketing: aligned the team on a strategic plan for event and conference coverage for the next calendar year

4. Social marketing: implemented a robust social marketing calendar focused primarily on LinkedIn presence

5. SEO: engaged a trusted SEO firm to implement a strategic plan and successfully recover from a negative press event

6. Website management: uncovered a number of critical issues and engaged a trusted partner to quickly stabilize while planning longer term site overhaul

7. Paid performance advertising: vetted ROI of past initiatives and proposed improved go-forward plan

In parallel, Sunrise Rev supported the team in sourcing and onboarding a great permanent marketing leader.

This Series A company recently completed their product beta and were just beginning their go-to-market execution. Sunrise Rev supported by:

1. Collaborating with the team to help them refine their understanding and articulation of the value proposition.

2. Creating a 16 step top of funnel lead coverage cadence with detailed messaging for each step.

3. Crafting an opportunity management Sales Playbook with call scripts, decks, follow up protocol and sales collateral for each stage in the opportunity lifecycle

4. Implementing a process for rapid testing and iteration with the sales team. The playbook was very well-received, enabling the company to effectively scale client acquisition and efficiently grow the sales team.

The playbook was very well-received, enabling the company to effectively scale client acquisition and efficiently grow the sales team.

This Series A company had a 6 member customer success team responsible for managing account health, retention and expansion. They were lacking a strong foundation and process, and the leadership team was questioning the structure.

Sunrise Rev directly managed the function on a fractional basis. Sunrise Rev rapidly assessed the current state via 1:1 meetings with people across leadership and the sales org.

Within 1 month Sunrise Rev delivered a comprehensive executive summary framing the current state, an optimal future state, and the path to get there.

Sunrise Rev immediately executed improvements including:

1. Training the team to hold Discovery conversations with customers to better understand their requirements and the way they measure ROI

2. Introducing account mapping tactics

3. Establishing a strategic account plan approach

4. Driving cross-functional alignment to support customer experience and account health strategies

5. Defined and secured leadership team agreement on an Account Manager job description to run point on renewals and expansion opportunities

This series A company was in the middle of a complex Salesforce implementation gone awry. The project was already months overdue and the team had little confidence in the go-forward plan.

Sunrise Rev stepped in to steer the project and get it back on course, including:

1. Vetting the requirements with the internal team, and refining process and related solutions

2. Phasing the project to deliver value to the company months faster than originally planned

3. Creating a detailed project plan for the implementation and overseeing execution

4. Contributing expert vision to ensure a best-practice implementation

Ultimately Sunrise Rev turned around this at-risk project and enabled the sales organization to begin using the CRM system months earlier than expected.

This Series C SaaS company was in need of new sales incentive plans for multiple roles across the organization including BDRs, Account Executives, Sr Account Executives and a VP of Sales.

Sunrise Rev collaborated with the VP of Sales to create a ramp model for new customer acquisition and bookings growth.

Sunrise Rev created sales incentive plan models and letters for each role, enabling the company to quickly align the sales organization to the company goals.