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.

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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

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Solution

• Alignment & Planning

• Sales Messaging Playbook

• Sales Team Training Session

• Monthly New Hire Training

• Ongoing enablement, reinforcement and coaching

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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