The challenge
A flexible workspace marketplace had closed its seed round and needed to establish its B2B sales operation.
Growth depended on two connected audiences: businesses booking workspace and operators listing available space. Building demand without sufficient inventory, or adding inventory without buyers, would leave the marketplace short of what either audience needed.
The company needed sales processes for both sides, systems to manage the work, and a team capable of sustaining growth.
The work
Business acquisition
Built the sales motion to bring companies onto the marketplace to book workspace.
Workspace partnerships
Developed the approach to recruiting operators and expanding available inventory.
Team development
Grew the department from one person to 24 over three years.
Sales systems
Led a migration from Zendesk to Pipedrive in three months, followed by a later migration to HubSpot in under three months.
Account handoffs
Acquired more than 2,500 new accounts and transitioned them to sales leaders across the organization. The work extended beyond acquisition to customer success, account management, and partner operations.
The outcome
The team delivered $10.3M in net new revenue in a single year and a further $8.8M during the pandemic.
The operation supported a $130M+ book spanning more than 200 SMB and enterprise accounts. By the end of the engagement, the company had established sales, customer success, account management, and partner operations functions.
A business that began without a B2B sales motion finished with the people, processes, and systems to serve both sides of its marketplace.