Technology
Rebuilding a go-to-market motion
Two products, one sales team, neither selling. We split the motion in two.
Vesper sold two products through one sales team. One was bought by engineers inside a month; the other by finance committees over three quarters. The team carried a single quota and was, predictably, selling neither well.
We split the motion in two — separate quotas, separate qualification, separate compensation — and drew the line on which product each team owned. The harder half was the handover rules for accounts that buy both, which we wrote down rather than left to goodwill.
Win rate rose by half within two quarters and the enterprise cycle shortened by a month. Nobody left the sales team during the change.
+52%
Win rate
−31 days
Sales cycle
1 → 2
Motions
Case studies
More work
Three engagements where the numbers were the easy part, the decision was not, and the answer still held once the room had moved on.
Forty more engagements sit behind these six.
