How Beedeez moved up-market to increase ACV by 30% using Katalyz

The challenge: Transform your sales process to move up-market

After a rapid and solid success on the SMBs market, Beedeez decided to move up-market to focus on the enterprise segment. Any company which managed to succeed with such a strategy knows that it is no easy mission, and that it requires significant changes regarding the product as well as the sales process:

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• To gain credibility with larger companies, you need to professionalize your sales approach. This includes using more formal language, providing high-quality resources, and offering a clear, structured timeline.

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• To manage complex sales cycles (which often come with larger companies), you need to structure your sales process. This entails adopting a new sales methodology, like MEDDIC, and implementing tools such as mutual action plans (MAP).

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• Lastly, to satisfy more demanding prospects, you need to improve your product and enhance the technical skills of your sales team. This will enable them to better present your product's scope, which likely includes more features and complexity.

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How to enable your sales team to do all that in the same time?

The solution: Up-level your team with an interactive MAP solution

Like many companies, Beedeez decided to implement Mutual Action Plans (MAPs) to move up-market. Essentially, a Mutual Action Plan (MAP) is a shared document, typically a collaborative spreadsheet or doc, that outlines how a selling and buying organizations will jointly address a problem. A MAP is an extremely powerful tool to use in complex sales cycles but only if:

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• it is truly mutual (ie. shared with your prospects),

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• costless for salespeople (otherwise, they won’t just do it)

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• based on a pre-approved template (to unify the sales best practices)

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Before using Katalyz, Beedeez struggled making their sales team using a unified MAP, even though they massively invested in training. With Katalyz, they now have access to pre-approved templates they can use in one click directly from their CRM, and that they can share directly with their prospects and clients. As a result:

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• they now collaborate directly with their stakeholders in Katalyz and they have seen the engagement rate drastically improve

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• they convey a very professional image and offer an original buyer journey to their prospects, which are real enablers in their sales cycles

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• they create ready-to-use MAPs in seconds when it took half an hour to draft one in spreadsheets

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• all their sales now use MAPs in their sales cycles when they barely reached 50% of the team before

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• the onboarding time of new recruits, as well as the training of the team as the product evolves, have significantly reduced thanks to unified and ready-to-use bast practices nested in Katalyz

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“It is easier to engage with enterprise-level targets with Katalyz. They value the clarity a dealroom gives them, and they feel cared for with a space which is tailored-made for them. As a result, I have twice as more ongoing discussions with this kind of targets.”

Antoine Amy, Account Executive @Beedeez

The outcome: Improve conversion and increase your ACV by 30%

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In less than 6 months, Beedeez has seen its results improve and its goal of moving up-market begin to be achieved.

• They are more credible in front of a corporate target.

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• They have reduced the length of ongoing sales cycles, both because the frequency of discussion is higher and because they qualify out some deals earlier.

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• They have a better understanding of the dynamics of their deals and the people to involve.

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All in all, by closing more and larger deals, they have seen their ACV increase by 30%.

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“Using MAPs was essential to move upmarket, but I hadn't managed to get my team on board until I started using Katalyz.”

Guillaume Corp, Chief Sales Officer @Beedeez