Case Study · Growth Advisory
Rebuilding an enterprise GTM system for 2.1x deal value
A loved product with a broken sales motion. Account-based discipline and AI deal intelligence turned flat growth into the strongest quarters in company history.
Client: Cobalt Analytics
2.1x
average contract value
5.5 mo
sales cycle, down from 9
58%
win rate on qualified deals
The problem
Cobalt's supply-chain intelligence platform had passionate customers and stalled growth. Deals wandered for nine months, forecasts were fiction, and discounting had become the default closing technique. The board wanted growth; the team was working harder at a motion that did not work.
The strategy
Fewer accounts, argued better. We rebuilt the motion around account-based discipline: a target list a quarter of its former size, multi-threading from the first meeting, and business cases stated in the customer's own avoided-disruption numbers so pricing negotiated value instead of list price.
The execution
- 01Requalified the entire pipeline; removed forty percent of it in week one
- 02Built quantified business-case templates from existing customer outcomes
- 03Redesigned packaging around risk coverage tiers rather than user seats
- 04Deployed AI deal intelligence flagging at-risk opportunities from call and email signals
- 05Ran deal-review cadence with the leadership team for two quarters
The outcome
Average contract value doubled on the new packaging while cycles shortened by a third. Forecast accuracy held within five percent for three straight quarters, and the two quarters following the engagement were the strongest in Cobalt's history.
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