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Industry

Business Intelligence Software

Enterprise Deals through Strategic Conversations

Situation

Tableau's team of 225 reps and 35 managers were looking to win larger enterprise deals through strategic conversations with IT and LOB leaders.

Challenges

  • Lack of executive alignment on the Tableau story

  • Too few people could lead business-level conversations (tactical with IT directors)

  • Inconsistent onboarding

  • Limited momentum moving up-market

Solution

  • Alignment & Planning

  • Sales Messaging Playbook

  • Sales Team Training Session

  • Monthly New Hire Training

  • Ongoing enablement, reinforcement and coaching

Results

  • Grew top-line revenue from $127M to $412M

  • Doubled the number of customer accounts

  • Grew the number of six-figure deals from 239 to 781

We'd love to hear from you! Set up a meeting to see content, playbooks, and training approaches relevant to your priorities.

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