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Key Stakeholders

  • Kelly Wright, EVP Sales

  • Barry Sowerwine, VP Enterprise Sales

Industry

Business Intelligence Software

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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

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