c2b-suite-customer-mblast

Mblast was an early provider of predictive lead scoring, leveraging public data to proactively identify ready-to-buy consumer segments for Fortune 5000 firms. Prior to engaging C2B, development had focused primarily on technical capabilities, neglecting UI/UX, and the company was primarily delivering data via API, FTP, or .CSV

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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 Sales, Mblast

Business Need

With a sub-optimal UI/UX, Mblast had incredible difficulty surmounting technical pre-sales.  Despite deep interest in the value prop and case studies, opportunities would slowly fade from the pipeline without support from a dedicated Pre-Sales and Sales Consulting practice. The executive management team, along with Sales personnel, desperately needed a team built from the ground-up to address demonstration capabilities, POCs and value-based business case creation.

Solution

C2B Suite quickly onboarded and built an agile team capable of delivering highly custom demos in a technical pre sales capacity, directly impacting the pipeline with increased close-win rates.  The C2B team also recognized a need for post-sales technical support by way of a Customer Success function. Upon communicating the opportunity to Mblast leadership, C2B quickly filled that role 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.


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