How Sirfull Keeps Momentum High in Long and Complex Sales Cycles
In B2B sales, momentum is everything. But it slips away fast. Sirfull needed a way to keep stakeholders engaged and aligned through long evaluation cycles.
With Katalyz, they turned scattered interest into steady collaboration, keeping momentum alive from first call to close. They built trust, confidence, and ease into every customer relationship.
- Why momentum loss kills long B2B deals
- How Sirfull keeps stakeholders aligned with Katalyz
- The impact: 30% shorter sales cycles and stronger buyer engagement
Maintaining High Momentum in Complex Sales Cycles
Deals at Sirfull were at constant risk due to three recurring challenges:
- Engagement drop
After promising first calls, buyers often went silent — sometimes for weeks — leaving deals stuck in limbo and momentum fading fast. The kind of stop-and-go that drives every rep crazy. - Misaligned stakeholders
With every department focused on its own agenda, alignment slipped. Coordinating across prospect teams became slow and painful — forcing time-consuming follow-ups and delaying decision-making. - Momentum Loss
Time worked against every deal. When cycles dragged on too long, shifting priorities pushed them off the radar — and the deals were lost. - Become a trusted advisor
To get deals done, Sirfull had to become a key industrial partner — working hand in hand with prospects to prove the concrete value of their solution on the plant floor.
“It wasn’t the competitors who were killing deals — it was time , and the struggle to get prospects truly committed. The longer deals dragged on, the more alignment slipped away, and the momentum vanished. In a constrained economic environment, it was even harder. We lost so many deals to inertia!”
Driving collaboration across stakeholders
Sirfull implemented Katalyz to keep every stakeholder engaged and aligned — ensuring momentum stayed strong throughout long, complex sales cycles:
- Personalized Buyer Rooms
Each deal runs in a centralized digital room where stakeholders access all key content, demos, and timelines. No silos, no missed emails — just one place for seamless collaboration. In RFI and RFP processes, Katalyz is far more powerful than sending a zip file - it fosters real collaboration and builds stronger relationships with prospects, starting as early as the requirements phase. - Live Collaboration
Prospects engage directly in the room, asking questions, sharing feedback, and keeping conversations alive between calls. No delays, no endless email threads — just continuous progress, structured around a Mutual Action Plan. - AI Power Map Analytics
AI tracks engagement across every stakeholder, flagging early signs of disengagement so reps can act before momentum slips. With the power map mastered, reps know exactly who to follow up with — on what, and when. - Structured Playbooks
Step-by-step templates guide reps and buyers through every stage of the cycle, ensuring clarity, consistency, and giving reps full control of the process. Beyond the signature, Katalyz is also used to onboard customers and sustain engagement over the long run.
Consistent Engagement and Momentum Through Every Stage
✔ Stronger Buyer Engagement. Buyers stay more actively involved in the collaborative workspace, commitment remains high throughout months of evaluation — and ghosting drops dramatically.
✔ Faster Alignment. Centralized collaboration brings key players together quickly, and prospects value the clarity of having one single source of truth.
✔ Increased Momentum. On average, Sirfull’s sales cycles accelerated by 30% with Katalyz. Deals keep moving forward with fewer stalls — no more cycles stuck in limbo.
✔ Competitive Edge. By staying top-of-mind and in control of the process, competitors had fewer chances to step in.
✔ Pipeline Visibility. Real-time buyer signals gave leaders the clarity to trust pipeline movement and forecast with confidence.
✔ Faster Onboarding. Clients get up to speed more quickly and stay engaged from day one.
“Even over months, prospects stayed engaged — and that made all the difference. Having a process alone wasn’t enough; what really mattered was the experience. And our prospects told us it went far beyond their expectations.”
Why Other Tools Didn’t Get the Job Done
Like many teams, Sirfull tried using project management tools to manage long sales cycles — but they quickly hit critical limitations:
- No CRM integration.
Data was scattered and disconnected, forcing sales leaders to juggle multiple tools just to understand their pipeline. - Weak data security.
These tools weren’t designed for sensitive sales information, raising the risk of exposing valuable insights to competitors. - No engagement tracking.
Sharing content without visibility into how prospects interact with it makes no sense — it’s like buying a car without wheels.
In short, these tools weren’t built for sales — and it showed. Katalyz delivered what Sirfull needed: a buyer-facing experience that keeps stakeholders engaged, aligned, and moving forward — no matter how long the cycle.