IPScape knew they had a great product and service, but they needed a great growth plan to get the business rolling. That’s when they decided to partner with align.me.
IPScape is an Australia based provider of call centre and customer contact solutions. Since their inception, their simple goal has been to help call centres operate in a fast and flexible way, eliminating the normally-painful processes associated with managing call centre technology.
Their challenges
Sales & Marketing
not aligned
No clear plan to
stimulate growth
No time or resources
to focus marketing
Too many overarching
priorities
Despite having a clear idea about what they wanted to achieve with their value offering, IPScape lacked the ability to translate their objectives into action. They needed a structured, disciplined approach and a clear, detailed growth plan to tie Sales and Marketing
together – and someone with proven success to guide them through the planning process.
We realised that we were ready to pursue an aggressive growth strategy for our business. But we had no idea what to do, or even where to start.
Simon Bourke, CEO
The search for a proven plan
Not wanting to be another innovation that never got off the ground, Simon sent out an email to a trusted business alumni group, asking for recommendations for help to build a growth plan. Another group member suggested getting in touch with align.me. So, Simon set up a meeting with Director Brett Bonser.
Immediately, I could see that I had found someone who knew about integrating Sales and Marketing; someone who had lived it, done it, and had the outcome of his labours proven in the market.
Simon Bourke, CEO
Brett recommended Funnel Camp (align.me’s facilitated planning workshop) as a way to remedy the lack of synergy between Sales and Marketing teams, and as a basis for developing a tactical plan that would enable IPScape to put their theoretical strategy into practical execution.
In less than 2 days, IPScape had a clear strategy that both teams agreed on, clarity on who to target, and had agreed on which tactics would be most effective. The Funnel Camp also instilled a strong desire in the team to apply structure and discipline to their sales and marketing efforts, outlining processes in a clear-cut plan.
The Funnel Camp provided us with a blisteringly clear one-page plan, detailing exactly what needed to be done by both Sales and Marketing.
Simon Bourke, CEO
A bump in the road
After Funnel Camp, IPScape was confident that they would be able to execute their new sales and marketing plan without any problems. But, as a start-up, the business was “bouncing off the walls”, and the team was being pulled in many different directions.
They soon realised having an aligned Sales and Marketing team and a plan for growth was one thing. Getting the plan executed was another thing entirely. They didn’t have the time, the capability, or the resources to turn the plan into reality. Simon knew he needed someone to oversee the execution of their plan, but he didn’t want to be swamped with project managers, or have people running all over them. So, he turned back to align.me.
align.me provided IPScape with an Execution Manager whose job was to ensure that they stayed focused on the top-priority, A-list items in their Plan – the things that they needed to do to keep the doors open for their business.
We needed someone to get us back on track; someone who wasn’t tied up working in the business. align.me could offer us a low-touch, unobtrusive way forward.
Simon Bourke, CEO
Results
Almost immediately after bringing on an Execution Manager, IPScape began to see their
go-to-market plan come to life and the business benefits boom.
“Phenomenal” Pipeline Growth
In a six-month period, IPScape saw their pipeline grow from a meagre 17 deals worth under $1 million, to 51 deals with a total contract value of $7.5 million.
Industry recognition
Since implementing their new Sales and Marketing plan, IPScape have won a number of awards, including as a winner on Delloite’s Technology Fast 50 List, competing against large branded telecommunications and software companies.
Value Growth
In the two and a half years since they started selling, IPScape has built a valuation of around $8 million, largely thanks to their sales and marketing success.
Improved Structure
The Execution Manager brought structure and discipline to IPScape’s plan execution, helping the team apply a new level of discipline to their work and ensuring everyone was accountable. The execution manager also helped IPScape manage the challenges faced by a fast growth start up and played a significant role in helping them achieve their recent success.
Funnel Camp has certainly played a key role in helping us get where we are now. We’re still diligently executing our Funnel Plan, and are looking forward to continued growth.
Robert Cox, Director, Innessco
Are you ready to get your marketing firing and your business growing?
align.me have helped hundreds of businesses get their sales and marketing aligned and their growth plans on one page – and helped many more get their plan off the ground and executed.
Get in touch to discover how align.me can help you reach your business goals.
