Case Study: How Marketing Strategy and Sales Enablement Helped To Achieve Significant Growth

Learn How Strategic Marketing and Sales Enablement Led to DCR Workforce's Impressive Growth
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About the Company: DCR Workforce

DCR Workforce was a technology startup that provided a B2B SaaS product and associated services to companies around the globe.

The company experienced significant growth, winning the business of major F500 clients over a short time period due to product innovation, client wins, and markeing success. As a result of these efforts, DCR Workforce was able to position itself as an attractive acquisition target.

Approach

With the aim of rapid growth, the company appointed Neha to be responsible for leading marketing strategy and brand identity. Over 3 years, Neha built and managed a global marketing team of 14 FTEs with an annual budget of over $5M. Here's how they achieved significant growth by adopting a three-pronged approach:

Demand Gen Platform

Neha constructed a demand generation platform that led to both revenue growth and market visibility. By leveraging a solid demand gen strategy, the company grew both revenue and market visibility.

Sales Enablement

Neha led sales enablement efforts towards winning the business of Fortune 500 clients with deal sizes over $500K ARR, including Google, Discover Financial Systems, Ryder Logistics, Lockheed Martin, Thermo Fisher, KeyBank, Bimbo Bakeries, SunTrust, etc.

GTM Strategy

Neha continuously collaborated on marketing and sales strategies, advised on strategy execution plans, and managed strategic project delivery & implementation to support enterprise growth and thought-leadership objectives via market research and solutions development.

Solution

With the adoption of this three-pronged approach, Neha achieved significant growth for DCR Workforce.

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Revenue & Market Visibility

The demand generation platform led to almost 5x revenue growth, 60% increase in thought leadership readers, and positioning as an industry leader (as ranked by Forrester).
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Customer Acquisition

Focusing on sales enablement efforts resulted in the company winning the business of F500 clients with deal sizes over $500K ARR, including Google, Discover Financial Systems, Ryder Logistics, Lockheed Martin, Thermo Fisher, KeyBank, Bimbo Bakeries, SunTrust, etc.
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Portfolio Growth

By managing strategic project delivery & implementation to support enterprise growth and thought-leadership objectives via market research and solutions development, Neha contributed to net profits and > 30% portfolio growth YoY.

Outcomes

The company's revenue grew, its market visibility increased, and it positioned itself as an acquisition target. Focusing on sales enablement efforts helped them win the business of Fortune 500 clients.

Overall, DCR Workforce achieved significant growth under Neha's marketing leadership

In the words of the client

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“Neha Goel was a very innovative and results driven marketing executive who took DCR’s marketing which was in its infancy to new levels, using strategies in brand building, demand generation, event management and corporate communication. Neha was instrumental in managing and nurturing the product brand strategy as well as building energy within her team and the organization. She had a clear understanding of the tactical steps we need to take to achieve the goals from the smaller events and campaigns, and building a relationship with the partners for joint marketing. I personally thank Rippler Group for designing the website and bringing a modern contemporary flavor which accurately depicts our innovation and disruption in the VMS space.”

Naveen Dua, Co-Founder & CEO at DCR Workforce

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