Client Success Story
“C2B Suite delivered exactly what we needed, at a time when we were transforming the company to a more structured, process-focused, results-driven organization. The team exceeded our expectations with a methodical, value-based approach to Product leadership and Strategic Account Management.”
Stephen Deason / CFO & COO
Founded in the early 2000s, ChikPea is a B2B communications market visionary. It was the original and only 100% Salesforce-native order management and billing solution for the telecom industry.
Business Challenge
ChikPea is a global organization, with a workforce spread across 10 time zones. ChikPea’s US-based executives determined that having engineering and customer success resources on the other side of the world was affecting both customer support and product delivery. The executive team decided that it needed a strategic partner to rapidly onboard, implement and optimize customer engagements.
The Solution
C2B Suite brought customer-obsessed product owners, strategic account success drivers, and risk-reduction planners to ChikPea and onboarded in record time. During the engagement C2B provided a wide range of transformational activities including staffing multiple resources in product management, product marketing, and professional services in strategic locations to effectively save the renewal revenue stream.
Impact
Established the company’s first value-based pricing and packaging model, and secured over $200K in ACV in a deal that quickly followed the model’s launch
Developed a comprehensive end-to-end account and churn-risk mitigation plan for at-risk customers across the US and Canada
Created an investment framework and engineering capacity and allocation plan for measuring the throughput of Product(s) and Project(s)
Revamped and re-created the solution and product roadmaps
Formulated and created content to optimize ChikPea's three listings on Salesforce AppExchange
Rescued and converted 3 "red" troubled accounts in a turnaround that made them both billable and profitable
