Case Studies
Real engagements. Measurable results.
A selection of client transformations across industries — each one built on the ROCSTAR framework and a commitment to structural change.
From 40% win rate to 67% in two quarters
The Challenge
A 120-person SaaS firm had a high-volume outbound motion but a win rate stuck below 40%. Deals were stalling at the proposal stage and no one could explain why. The sales team was working hard — the process was the problem.
Our Approach
We ran a full current-state assessment across the pipeline, discovery calls, and proposal templates. The diagnosis: reps were pitching features before establishing business impact. We redesigned the discovery framework, introduced a value-based proposal structure, and ran three workshops to embed the new approach.
Results
Client: Mid-Market SaaS Company
New market entry — $1.2M pipeline in 90 days
The Challenge
A Pune-based professional services firm wanted to expand into the US market but had no existing relationships, no brand presence, and no structured outreach process. They had tried cold outreach before with minimal results.
Our Approach
We built a targeted ICP (Ideal Customer Profile) from scratch, designed a sequenced outreach playbook, and trained the founding team on consultative selling for a US buyer context. We also restructured their service packaging to match US procurement expectations.
Results
Client: B2B Services Firm
Churn reduced by 35% through structured account management
The Challenge
A technology services company was losing 22% of its annual recurring revenue to churn. Account managers were reactive — only engaging clients when renewals were due. There was no structured cadence, no early warning system, and no expansion playbook.
Our Approach
We implemented a tiered account management model based on revenue and strategic value, introduced quarterly business reviews, and built a health-score framework to identify at-risk accounts 90 days before renewal. We also trained the team on expansion selling within existing accounts.
Results
Client: Enterprise Technology Provider
Upsell revenue grew 42% by turning support contacts into strategic relationships
The Challenge
A mid-sized IT managed services company had strong client retention but was leaving significant revenue on the table. Account managers were primarily handling escalations and renewals — they had no framework for identifying expansion opportunities or engaging stakeholders beyond the IT helpdesk.
Our Approach
We mapped the full stakeholder landscape within each top-20 account and identified untapped budget owners. We introduced a structured account growth plan, trained the team on multi-threading and executive engagement, and built a quarterly expansion review cadence tied to client business goals.
Results
Client: IT Managed Services Provider
At-risk $4M account retained and grown to $6.2M
The Challenge
A key enterprise account representing $4M in annual revenue had flagged dissatisfaction with service delivery and was actively evaluating competitors. The account team had no structured recovery plan, no executive sponsor engagement, and no visibility into what was driving the client's frustration.
Our Approach
We conducted a rapid account health diagnostic, facilitated an executive alignment session with the client's leadership, and built a 90-day recovery roadmap with clear milestones. We also restructured the account team's engagement model — shifting from transactional check-ins to outcome-focused business reviews.
Results
Client: Global Staffing & Workforce Solutions Firm
Zero to 11 enterprise logos in 8 months with a structured hunting motion
The Challenge
A fintech startup with a proven product had no dedicated sales function. The founding team was closing deals through referrals and personal networks, but growth had plateaued. They needed a repeatable outbound hunting engine to break into enterprise accounts without relying on warm introductions.
Our Approach
We built the entire hunting infrastructure from the ground up — ICP definition, territory mapping, outbound sequencing, and a qualification framework tailored to enterprise procurement cycles. We hired and onboarded two business development reps, established a weekly pipeline review cadence, and coached the founders on executive-level selling for large deals.
Results
Client: B2B Fintech Startup
First sales hire to a structured team of 8 in 12 months
The Challenge
A founder-led startup had grown to $500K ARR on the strength of the founder's network. They needed to build a repeatable sales motion that didn't depend on the founder — but had no sales infrastructure, no playbook, and no hiring criteria.
Our Approach
We designed the sales org structure, wrote the hiring profiles, built the onboarding playbook, and established the CRM architecture and reporting cadence. We also coached the founder on transitioning from seller to sales leader.
Results
Client: Series A Startup
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