{"id":11845,"date":"2021-09-08T18:16:44","date_gmt":"2021-09-08T18:16:44","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?page_id=11845"},"modified":"2022-07-20T13:16:05","modified_gmt":"2022-07-20T20:16:05","slug":"increase-in-pipeline-development","status":"publish","type":"page","link":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/","title":{"rendered":"Case Study: Increase in Pipeline Development"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"11845\" class=\"elementor elementor-11845\" data-elementor-settings=\"[]\">\n\t\t\t\t\t\t<div class=\"elementor-inner\">\n\t\t\t\t\t\t\t<div class=\"elementor-section-wrap\">\n\t\t\t\t\t\t\t<section class=\"elementor-element elementor-element-iuhomgz elementor-section-stretched elementor-section-height-min-height elementor-section-items-bottom elementor-section-boxed elementor-section-height-default elementor-section elementor-top-section\" data-id=\"iuhomgz\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;,&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-dxlbkaw elementor-column elementor-col-100 elementor-top-column\" data-id=\"dxlbkaw\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-emcrtvf elementor-widget elementor-widget-heading\" data-id=\"emcrtvf\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">case study<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-frdownr elementor-widget elementor-widget-heading\" data-id=\"frdownr\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">A 40% Increase in Pipeline Development in Four Months<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-xkqywlg elementor-widget elementor-widget-text-editor\" data-id=\"xkqywlg\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p><span style=\"font-weight: 400;\">How we transformed A Global Account Development Team into a high performance sales pipeline development star in four months.<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-element elementor-element-c57e729 elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-inner-section\" data-id=\"c57e729\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-cf167f9 elementor-column elementor-col-50 elementor-inner-column\" data-id=\"cf167f9\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d31bf1b animated-slow elementor-view-default elementor-invisible elementor-widget elementor-widget-icon\" data-id=\"d31bf1b\" data-element_type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;fadeIn&quot;}\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<i aria-hidden=\"true\" class=\"fas fa-chart-line\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-64d9fef elementor-column elementor-col-50 elementor-inner-column\" data-id=\"64d9fef\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4620157 elementor-widget elementor-widget-counter\" data-id=\"4620157\" data-element_type=\"widget\" data-widget_type=\"counter.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-counter\">\n\t\t\t<div class=\"elementor-counter-number-wrapper\">\n\t\t\t\t<span class=\"elementor-counter-number-prefix\"><\/span>\n\t\t\t\t<span class=\"elementor-counter-number\" data-duration=\"1300\" data-to-value=\"1000\" data-from-value=\"0\" data-delimiter=\",\">0<\/span>\n\t\t\t\t<span class=\"elementor-counter-number-suffix\"><\/span>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-counter-title\">Leads Called in the 1st Month<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-element elementor-element-slazutr elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-top-section\" data-id=\"slazutr\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;,&quot;background_background&quot;:&quot;slideshow&quot;,&quot;background_slideshow_gallery&quot;:[{&quot;id&quot;:11678,&quot;url&quot;:&quot;http:\\\/\\\/somametrics.com\\\/clone\\\/wp-content\\\/uploads\\\/2021\\\/09\\\/lukenn-sabellano-V4RWFX2y-5k-unsplash-scaled.jpg&quot;}],&quot;background_slideshow_loop&quot;:&quot;yes&quot;,&quot;background_slideshow_slide_duration&quot;:5000,&quot;background_slideshow_slide_transition&quot;:&quot;fade&quot;,&quot;background_slideshow_transition_duration&quot;:500}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-egrnxmd elementor-column elementor-col-100 elementor-top-column\" data-id=\"egrnxmd\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-wjnrpvt elementor-widget elementor-widget-heading\" data-id=\"wjnrpvt\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Overview<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-i0jjxv1 elementor-widget elementor-widget-text-editor\" data-id=\"i0jjxv1\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p><em><span style=\"font-weight: 400;\">*The name of the company has been withheld at their request*<\/span><\/em><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-uolsqhv elementor-drop-cap-yes elementor-drop-cap-view-default elementor-widget elementor-widget-text-editor\" data-id=\"uolsqhv\" data-element_type=\"widget\" data-settings=\"{&quot;drop_cap&quot;:&quot;yes&quot;}\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p><span style=\"font-weight: 400;\">The client is a publicly traded global company operating in North America, Europe, and APAC, selling to over 100 of the largest manufacturers, transportation and logistics, and energy companies. The company used a multi-tier selling model, including Account Development Representatives (ADRs), who qualified and set appointments with prospects for its Sales reps.<br \/><\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-element elementor-element-mtlharu elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-top-section\" data-id=\"mtlharu\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;,&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-ctwgntv elementor-column elementor-col-50 elementor-top-column\" data-id=\"ctwgntv\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-abevsqc elementor-widget elementor-widget-heading\" data-id=\"abevsqc\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Key Challenges<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ccd5d2a elementor-widget elementor-widget-text-editor\" data-id=\"ccd5d2a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p>The client had very little pipeline development activity from the Account Development (AD) team. Thousands of marketing leads remained untouched, and the team complained that most of the leads were \u201cjunk\u201d.<\/p>\n<p>Although the client had the Ultimate Edition of Salesforce, it was not properly utilized to manage prospecting and lead pipeline development.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3759502 elementor-column elementor-col-50 elementor-top-column\" data-id=\"3759502\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-316bfa3 elementor-widget elementor-widget-image\" data-id=\"316bfa3\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image\">\n\t\t\t\t\t\t\t\t\t\t<img width=\"469\" height=\"518\" src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36.png\" class=\"attachment-large size-large\" alt=\"\" srcset=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36.png 469w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36-272x300.png 272w\" sizes=\"(max-width: 469px) 100vw, 469px\" \/>\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-element elementor-element-leurfoi elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-top-section\" data-id=\"leurfoi\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;,&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-kyhsyil elementor-column elementor-col-100 elementor-top-column\" data-id=\"kyhsyil\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fef7c5d elementor-widget elementor-widget-text-editor\" data-id=\"fef7c5d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p>Additionally, there weren\u2019t any effective metrics or Key Performance Indicators to enable the team to track their progress and effectiveness in prospecting and pipeline development.&nbsp;<\/p><p>Furthermore, the Account Development Reps (ADRs) needed significant training in phone prospecting as well as in understanding the industries and sectors into which they would call.<\/p>\n<p>The sales reps also complained that the very few appointments set for them were with the wrong people, and that the sales reps had to qualify, find the right contacts, and do their own appointment setting with the right contact.<br><\/p>\n<p>In the end, Sales Leadership brought in Alicia Assefa to reboot the Account Development department, as she has had significant experience and track record in transforming Account Development teams.<br><\/p>\n<div><br><\/div><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-zcrgvjn elementor-widget elementor-widget-heading\" data-id=\"zcrgvjn\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What We Did<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-116348a elementor-widget elementor-widget-text-editor\" data-id=\"116348a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p>Alicia worked with a global, cross-functional team consisting of HR, Marketing, Marketing and Sales Ops, Sales leadership, and IT to understand the key issues.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-element elementor-element-uimsoih elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-inner-section\" data-id=\"uimsoih\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-ueuzvur elementor-column elementor-col-100 elementor-inner-column\" data-id=\"ueuzvur\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bhbtemp elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"bhbtemp\" data-element_type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\" >\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-asterisk\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">One of the first tasks was to set the target and determine how much pipeline should be developed by each rep, every quarter, and set their pipeline development quota. <\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\" >\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-asterisk\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Next, Alicia worked with the cross-functional team to design the workflow for lead management and tracking and re-engineered Salesforce to track ADR activity and lead development process from start to hand-off to Sales.  This included Key Performance Indicators (KPIs) such as dials, connects, key conversations, as well as email connects and meaningful communication via emails.<br><\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\" >\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-star-of-life\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Alicia also required each ADR to submit a GOSPA (Goals, Objectives, Strategies, Plans, and Activities) to show the ADR will meet his or her pipeline development goal. She then trained the team on SPIN Selling to increase their effectiveness on qualifying, identifying opportunities, and setting high quality meetings for the sales team.<br><\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\" >\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-star-of-life\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\"><span>Additionally, Alicia brought in a powerful prospecting tool called Outreach to increase the reach and prospecting effectiveness of each ADR. <\/span><\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\" >\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-star-of-life\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Finally, she built team and management reports and dashboards around agreed-upon metrics and KPIs to provide feedback to each ADR as to progress, and to enable Senior Management to see how much pipeline was being built on a weekly basis. <\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-dyuqyrv elementor-widget elementor-widget-text-editor\" data-id=\"dyuqyrv\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p>As the global AD Team lead, Alicia held each ADR accountable to the agreed upon metrics, KPIs, and pipeline quota, and tied their compensation to approved Sales Qualified Leads (SQLs) submitted and accepted by the Sales Organization. Further bonuses were paid when these SQLs went on the sales pipeline, and additional bonuses were paid when the leads closed.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-element elementor-element-hdnrmrm elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-top-section\" data-id=\"hdnrmrm\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;,&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-nczicmz elementor-column elementor-col-100 elementor-top-column\" data-id=\"nczicmz\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-696f233 elementor-widget elementor-widget-heading\" data-id=\"696f233\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Results<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-element elementor-element-fqzkuhn elementor-section-full_width elementor-section-height-default elementor-section-height-default elementor-section elementor-inner-section\" data-id=\"fqzkuhn\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-wide\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-bnyjdbc elementor-column elementor-col-50 elementor-inner-column\" data-id=\"bnyjdbc\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-qyhpvls elementor-widget elementor-widget-text-editor\" data-id=\"qyhpvls\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p>The results from the above changes were dramatic.<\/p><p><i>In terms of improvement in Process:<br \/><\/i><\/p><ul><li>Over 1,000 leads were called and dispositioned in the first month&#8211;something that would have taken several months to complete in the past.<\/li><li>A closed-loop feedback system was put into place to track success of each SQL submitted, leading to rapid improvements in the qualities of leads submitted to the Sales team.<\/li><li>All new leads were required to be followed up on within 4 hours of being created in Salesforce.<\/li><li>Management reports and dashboards were readily available and emailed to senior management on a weekly basis. This was on a global basis.<\/li><\/ul><p>More importantly, the quality of the lead pipeline significantly improved. Within four months, over 40% of the sales pipeline was now coming from the ADR teams, whereas before it was negligible. This resulted in a much improved working partnership between the AD and the Sales teams, further supporting the quality feedback loop.<\/p><h3><span style=\"font-weight: 400;\">As <\/span><span style=\"font-weight: 400;\">Celia Fleischaker, <\/span><span style=\"font-weight: 400;\">Chief Marketing Officer, said \u201c<\/span><span style=\"font-weight: 400;\">I can\u2019t believe we are at the end of the project.\u00a0 It went by so quickly.\u00a0 Alicia is amazing! I thank her so much for all that she did for us at PROS.\u00a0 She made such a difference and she was so much fun to work with.\u00a0 We will miss having her here.<\/span><span style=\"font-weight: 400;\">\u201d<\/span><\/h3><p>\u00a0<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0c1e614 elementor-column elementor-col-50 elementor-inner-column\" data-id=\"0c1e614\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fea8d11 animated-slow elementor-view-default elementor-invisible elementor-widget elementor-widget-icon\" data-id=\"fea8d11\" data-element_type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;fadeIn&quot;}\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<i aria-hidden=\"true\" class=\"fas fa-phone\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4a00a29 elementor-widget elementor-widget-counter\" data-id=\"4a00a29\" data-element_type=\"widget\" data-widget_type=\"counter.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-counter\">\n\t\t\t<div class=\"elementor-counter-number-wrapper\">\n\t\t\t\t<span class=\"elementor-counter-number-prefix\"><\/span>\n\t\t\t\t<span class=\"elementor-counter-number\" data-duration=\"1300\" data-to-value=\"1000\" data-from-value=\"0\" data-delimiter=\",\">0<\/span>\n\t\t\t\t<span class=\"elementor-counter-number-suffix\"><\/span>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-counter-title\">Leads Called in the 1st Month<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6158eeb animated-slow elementor-view-default elementor-invisible elementor-widget elementor-widget-icon\" data-id=\"6158eeb\" data-element_type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;fadeIn&quot;}\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<i aria-hidden=\"true\" class=\"fas fa-chart-line\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1d71871 elementor-widget elementor-widget-counter\" data-id=\"1d71871\" data-element_type=\"widget\" data-widget_type=\"counter.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-counter\">\n\t\t\t<div class=\"elementor-counter-number-wrapper\">\n\t\t\t\t<span class=\"elementor-counter-number-prefix\"><\/span>\n\t\t\t\t<span class=\"elementor-counter-number\" data-duration=\"1300\" data-to-value=\"40\" data-from-value=\"0\" data-delimiter=\",\">0<\/span>\n\t\t\t\t<span class=\"elementor-counter-number-suffix\">%<\/span>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-counter-title\">Increase in Pipeline Development<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-element elementor-element-77124af elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-top-section\" data-id=\"77124af\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-7d86853 elementor-column elementor-col-100 elementor-top-column\" data-id=\"7d86853\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-uotwbzb elementor-widget elementor-widget-heading\" data-id=\"uotwbzb\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">More Case Studies<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-element elementor-element-5539cbb elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-inner-section\" data-id=\"5539cbb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-narrow\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-ac49c30 elementor-column elementor-col-25 elementor-inner-column\" data-id=\"ac49c30\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bc3a448 elementor-position-top elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"bc3a448\" data-element_type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<div class=\"elementor-image-box-wrapper\"><figure class=\"elementor-image-box-img\"><a href=\"http:\/\/somametrics.com\/clone\/transforming-a-sales-team\/\"><img width=\"300\" height=\"200\" src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/salesteam-01.png\" class=\"attachment-full size-full\" alt=\"\" \/><\/a><\/figure><div class=\"elementor-image-box-content\"><h3 class=\"elementor-image-box-title\"><a href=\"http:\/\/somametrics.com\/clone\/transforming-a-sales-team\/\">Transforming a Sales Team From Order Takers to New Business Generators<\/a><\/h3><p class=\"elementor-image-box-description\">Sales Management Best Practices in Action.\n\n<\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-944d8b0 elementor-column elementor-col-25 elementor-inner-column\" data-id=\"944d8b0\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ccefb9c elementor-position-top elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"ccefb9c\" data-element_type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<div class=\"elementor-image-box-wrapper\"><figure class=\"elementor-image-box-img\"><a href=\"http:\/\/somametrics.com\/clone\/selling-strategically-to-increase-sales-and-margins\/\"><img width=\"300\" height=\"200\" src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/sellingstrategic-01.png\" class=\"attachment-full size-full\" alt=\"\" \/><\/a><\/figure><div class=\"elementor-image-box-content\"><h3 class=\"elementor-image-box-title\"><a href=\"http:\/\/somametrics.com\/clone\/selling-strategically-to-increase-sales-and-margins\/\">Selling Strategically to Increase Sales & Margins<\/a><\/h3><p class=\"elementor-image-box-description\">How BHAG approach increased sales by 50% through improved sales operations, management, and targeting.<\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7954da3 elementor-column elementor-col-25 elementor-inner-column\" data-id=\"7954da3\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-af66545 elementor-position-top elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"af66545\" data-element_type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<div class=\"elementor-image-box-wrapper\"><figure class=\"elementor-image-box-img\"><a href=\"http:\/\/somametrics.com\/clone\/resources\/792-roi-in-120-days\/\"><img width=\"626\" height=\"417\" src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2020\/07\/CS_TargetedMarke.png\" class=\"attachment-full size-full\" alt=\"\" srcset=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2020\/07\/CS_TargetedMarke.png 626w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2020\/07\/CS_TargetedMarke-300x200.png 300w\" sizes=\"(max-width: 626px) 100vw, 626px\" \/><\/a><\/figure><div class=\"elementor-image-box-content\"><h3 class=\"elementor-image-box-title\"><a href=\"http:\/\/somametrics.com\/clone\/resources\/792-roi-in-120-days\/\">Targeted Marketing: 792% ROI in 120 days<\/a><\/h3><p class=\"elementor-image-box-description\">The dramatic impact of a 4-month targeted campaign on new customer acquisition.<\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2248ccb elementor-column elementor-col-25 elementor-inner-column\" data-id=\"2248ccb\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6840950 elementor-position-top elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"6840950\" data-element_type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<div class=\"elementor-image-box-wrapper\"><figure class=\"elementor-image-box-img\"><a href=\"http:\/\/somametrics.com\/clone\/from-startup-to-4-demos-a-week-in-6-months\/\"><img width=\"625\" height=\"417\" src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2020\/07\/CS_Startupto4Demos.png\" class=\"attachment-full size-full\" alt=\"\" srcset=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2020\/07\/CS_Startupto4Demos.png 625w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2020\/07\/CS_Startupto4Demos-300x200.png 300w\" sizes=\"(max-width: 625px) 100vw, 625px\" \/><\/a><\/figure><div class=\"elementor-image-box-content\"><h3 class=\"elementor-image-box-title\"><a href=\"http:\/\/somametrics.com\/clone\/from-startup-to-4-demos-a-week-in-6-months\/\">From Startup to 4 Demos a week in 6 Months<\/a><\/h3><p class=\"elementor-image-box-description\">How targeted email and phone campaigns enabled this startup to begin booking 12-15 demos per month within six months and build over $647K in sales pipeline.\n<\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-element elementor-element-c7b9010 elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-top-section\" data-id=\"c7b9010\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-wide\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-ed5d2af elementor-column elementor-col-50 elementor-top-column\" data-id=\"ed5d2af\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b3f47f3 elementor-widget elementor-widget-heading\" data-id=\"b3f47f3\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Get in Touch Today<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e35af97 elementor-column elementor-col-50 elementor-top-column\" data-id=\"e35af97\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3ec5fad elementor-widget elementor-widget-text-editor\" data-id=\"3ec5fad\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p><strong>Address:<\/strong>\u00a01847 Berkeley Way<\/p><p>Berkeley, CA 94703<\/p><p><strong>Business Hours:<\/strong>\u00a08:30a-6:00p M-F<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-42c7f6a elementor-widget elementor-widget-button\" data-id=\"42c7f6a\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t<a href=\"http:\/\/somametrics.com\/clone\/letsgetyoustarted\/\" class=\"elementor-button-link elementor-button elementor-size-sm\" role=\"button\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-text\">Let's Get You Started<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>case study A 40% Increase in Pipeline Development in Four Months How we transformed A Global Account Development Team into a high performance sales pipeline development star in four months. 0 Leads Called in the 1st Month Overview *The name of the company has been withheld at their request* The client is a publicly traded &#8230; <a title=\"Case Study: Increase in Pipeline Development\" class=\"read-more\" href=\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/\">Read more<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"generate_page_header":""},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Case Study: Increase in Pipeline Development - SOMAmetrics<\/title>\n<meta name=\"description\" content=\"How a small third-party software vendor become central to the IT strategy of some of the leading Global Financial Service firms.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Case Study: Increase in Pipeline Development - SOMAmetrics\" \/>\n<meta property=\"og:description\" content=\"How a small third-party software vendor become central to the IT strategy of some of the leading Global Financial Service firms.\" \/>\n<meta property=\"og:url\" content=\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/\" \/>\n<meta property=\"og:site_name\" content=\"SOMAmetrics\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/SOMAmetrics\/\" \/>\n<meta property=\"article:modified_time\" content=\"2022-07-20T20:16:05+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36.png\" \/>\n<meta name=\"twitter:card\" content=\"summary\" \/>\n<meta name=\"twitter:site\" content=\"@eskidt\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"5 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Organization\",\"@id\":\"http:\/\/somametrics.com\/clone\/#organization\",\"name\":\"SOMAMetrics\",\"url\":\"http:\/\/somametrics.com\/clone\/\",\"sameAs\":[\"https:\/\/www.facebook.com\/SOMAmetrics\/\",\"https:\/\/www.linkedin.com\/company\/somametrics?trk=ppro_cprof\",\"https:\/\/twitter.com\/eskidt\"],\"logo\":{\"@type\":\"ImageObject\",\"@id\":\"http:\/\/somametrics.com\/clone\/#logo\",\"inLanguage\":\"en\",\"url\":\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2018\/04\/SOMAmetrics-Logo.png\",\"contentUrl\":\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2018\/04\/SOMAmetrics-Logo.png\",\"width\":1605,\"height\":226,\"caption\":\"SOMAMetrics\"},\"image\":{\"@id\":\"http:\/\/somametrics.com\/clone\/#logo\"}},{\"@type\":\"WebSite\",\"@id\":\"http:\/\/somametrics.com\/clone\/#website\",\"url\":\"http:\/\/somametrics.com\/clone\/\",\"name\":\"SOMAmetrics\",\"description\":\"Drive Predictable Revenue Growth\",\"publisher\":{\"@id\":\"http:\/\/somametrics.com\/clone\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"http:\/\/somametrics.com\/clone\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en\"},{\"@type\":\"ImageObject\",\"@id\":\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#primaryimage\",\"inLanguage\":\"en\",\"url\":\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36.png\",\"contentUrl\":\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36.png\",\"width\":469,\"height\":518},{\"@type\":\"WebPage\",\"@id\":\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#webpage\",\"url\":\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/\",\"name\":\"Case Study: Increase in Pipeline Development - SOMAmetrics\",\"isPartOf\":{\"@id\":\"http:\/\/somametrics.com\/clone\/#website\"},\"primaryImageOfPage\":{\"@id\":\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#primaryimage\"},\"datePublished\":\"2021-09-08T18:16:44+00:00\",\"dateModified\":\"2022-07-20T20:16:05+00:00\",\"description\":\"How a small third-party software vendor become central to the IT strategy of some of the leading Global Financial Service firms.\",\"breadcrumb\":{\"@id\":\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#breadcrumb\"},\"inLanguage\":\"en\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"http:\/\/somametrics.com\/clone\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Case Study: Increase in Pipeline Development\"}]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Case Study: Increase in Pipeline Development - SOMAmetrics","description":"How a small third-party software vendor become central to the IT strategy of some of the leading Global Financial Service firms.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/","og_locale":"en_US","og_type":"article","og_title":"Case Study: Increase in Pipeline Development - SOMAmetrics","og_description":"How a small third-party software vendor become central to the IT strategy of some of the leading Global Financial Service firms.","og_url":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/","og_site_name":"SOMAmetrics","article_publisher":"https:\/\/www.facebook.com\/SOMAmetrics\/","article_modified_time":"2022-07-20T20:16:05+00:00","og_image":[{"url":"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36.png"}],"twitter_card":"summary","twitter_site":"@eskidt","twitter_misc":{"Est. reading time":"5 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Organization","@id":"http:\/\/somametrics.com\/clone\/#organization","name":"SOMAMetrics","url":"http:\/\/somametrics.com\/clone\/","sameAs":["https:\/\/www.facebook.com\/SOMAmetrics\/","https:\/\/www.linkedin.com\/company\/somametrics?trk=ppro_cprof","https:\/\/twitter.com\/eskidt"],"logo":{"@type":"ImageObject","@id":"http:\/\/somametrics.com\/clone\/#logo","inLanguage":"en","url":"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2018\/04\/SOMAmetrics-Logo.png","contentUrl":"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2018\/04\/SOMAmetrics-Logo.png","width":1605,"height":226,"caption":"SOMAMetrics"},"image":{"@id":"http:\/\/somametrics.com\/clone\/#logo"}},{"@type":"WebSite","@id":"http:\/\/somametrics.com\/clone\/#website","url":"http:\/\/somametrics.com\/clone\/","name":"SOMAmetrics","description":"Drive Predictable Revenue Growth","publisher":{"@id":"http:\/\/somametrics.com\/clone\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"http:\/\/somametrics.com\/clone\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en"},{"@type":"ImageObject","@id":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#primaryimage","inLanguage":"en","url":"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36.png","contentUrl":"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/09\/General-graphic-36.png","width":469,"height":518},{"@type":"WebPage","@id":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#webpage","url":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/","name":"Case Study: Increase in Pipeline Development - SOMAmetrics","isPartOf":{"@id":"http:\/\/somametrics.com\/clone\/#website"},"primaryImageOfPage":{"@id":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#primaryimage"},"datePublished":"2021-09-08T18:16:44+00:00","dateModified":"2022-07-20T20:16:05+00:00","description":"How a small third-party software vendor become central to the IT strategy of some of the leading Global Financial Service firms.","breadcrumb":{"@id":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#breadcrumb"},"inLanguage":"en","potentialAction":[{"@type":"ReadAction","target":["http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/"]}]},{"@type":"BreadcrumbList","@id":"http:\/\/somametrics.com\/clone\/increase-in-pipeline-development\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"http:\/\/somametrics.com\/clone\/"},{"@type":"ListItem","position":2,"name":"Case Study: Increase in Pipeline Development"}]}]}},"_links":{"self":[{"href":"http:\/\/somametrics.com\/clone\/wp-json\/wp\/v2\/pages\/11845"}],"collection":[{"href":"http:\/\/somametrics.com\/clone\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"http:\/\/somametrics.com\/clone\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"http:\/\/somametrics.com\/clone\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/somametrics.com\/clone\/wp-json\/wp\/v2\/comments?post=11845"}],"version-history":[{"count":7,"href":"http:\/\/somametrics.com\/clone\/wp-json\/wp\/v2\/pages\/11845\/revisions"}],"predecessor-version":[{"id":14064,"href":"http:\/\/somametrics.com\/clone\/wp-json\/wp\/v2\/pages\/11845\/revisions\/14064"}],"wp:attachment":[{"href":"http:\/\/somametrics.com\/clone\/wp-json\/wp\/v2\/media?parent=11845"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}