Client Success Story
“C2B Suite provided exemplary leadership and customer facing materials across all aspects of the sales qualification and scoping lifecycle. The sales consulting and delivery effort was always on-time, well developed and on target for our budget and ultimately, the customer’s success. I recommend C2B Suite without hesitation.”
Eric Israel / VP of Sales
Mblast was an early provider of predictive lead scoring to Fortune 500 firms, leveraging public data to proactively identify ready-to-buy consumer segments.
Business Challenge
The Mblast product team’s initial focus on technical capabilities came at the expense of the user experience. With a less-than-ideal UI/UX, Mblast struggled to surmount technical pre-sales issues. Despite deep prospect interest in the product’s value proposition and the company’s success stories, opportunities would slowly fade from the pipeline for lack of a dedicated Pre-Sales and Sales Consulting practice.
The Solution
Knowing that they needed a team built from the ground-up to address product demonstration capabilities, POCs and value-based business case creation, the Mblast executive team brought on C2B. We quickly onboarded and then built an agile team capable of delivering highly custom demos in a technical pre-sales context. Once up to speed the C2B team also identified the need for post-sales technical support by way of a Customer Success function. With Mblast’s approval C2B quickly filled that role, too, to ensure successful implementations and extend customer lifetime.
Impact
Created Tableau Customer Facing Dashboards and Frameworks
Designed new, holistic use case approaches to value creation, including Customer Acquisition, Upsell / Cross-sell, Retention and Churn risk
Developed a quantifiable model for lead scoring and business case return
Established cloud-based demonstration environments and processes
Led all customer and partner-facing pre-sales activities
By engaging with C2B Suite, Mblast completed a successful pivot and increased revenue and bookings by 60% over a one-year fiscal period
