Speaker: Charlie Marr, Regional Director, Zscaler
What challenge did you have before working with Pete & Emily?
Charlie Marr: The challenge we had when working with Pete was identifying the right customers to sell our product to. And Pete educated us around the concept of Ideal Customer Profile, how to define that and how to refine the sales process in order to target those people specifically.
What did you like about them and how they worked with you?
Charlie Marr: It was fantastic working with Pete. He started with a few half day workshops, helping us to define the problems that we had and how to go about solving those problems. That then evolved in him doing training sessions and coaching with me personally on a 1 to 1 basis where we would sit down together for an hour every two weeks. And I really enjoyed it. It was incredibly valuable to have an objective sounding board and especially someone with a huge amount of experience to draw on who had essentially been through many of those challenges and solved them in his prior roles.
What results did you get with Pete & Emily?
Charlie Marr: Ultimately, we enjoyed real success as a result of the work that we did with Pete in terms of the amount of revenue that we were generating, that significantly improved both month on month and quarter on quarter. And in addition to that, I think the predictability of our forecasting was significantly improved by nature of the fact that we were going after the correct customers. We had a really tightly defined set of gateway criteria to move a deal along each stage of the deal process. And we were pitching the price point more accurately based on the needs of our customer as well. And I think the secondary benefit was the team really evolved as salespeople and improved as a result of the work we were doing.
