Our longest-running relationship began with AgileThought in May of 2020, a $3.0M+ relationship LTV, providing revenue performance, integrated demand management and growth execution services

This early relationship has grown from strategy and advisory, sales execution, and account planning services into providing AgileThought’s sales, account, and guild/delivery teams a suite of Revenue Performance Management “RPM” services that will create demand and fueling revenue growth, including: 

  • Product and Offering Marketing

  • Digital Buyer Journey Enablement

  • Account-Based Marketing campaigns

  • Account-Based Selling Enablement

  • Event Curation and Management

  • Sales Execution Services

An Ongoing Relationship started in August 2020, ~ with a $1M+ relationship LTV, provides a variety of diagnostic, advisory, and account planning services.  

Our relationship began with esellas supporting Endava’s objective to grow revenue across a target group of accounts.  The initial work was awarded and delivered in phases and conducted via agile sprints with esellas focused on enabling Endava to develop an approach for Segmentation, Account Structure, Account Plans, Buyer Research, Call Planning and Coaching for select identified accounts.  

Today, esellas is continuing with the bi-annual deep-dive sessions with each of the selected existing accounts in the program.  The work activities will include:

  • Reviewing current Account Plans & leadership report outs, 

  • Preparing a comprehensive review session to test the progress against the completed actions and tactics in the plan and the rigor of the forward plan. 

Ongoing Relationship with United Healthcare’s Optum Business Unit started in October of 2020, $2.5M+ relationship LTV, providing a variety of diagnostic, advisory and growth execution services.

esellas provided a mix of advisory, go-to-market, sales operations and sales enablement personnel and services to (1) assess the MPP sales organization’s needs and existing capabilities (2) recommend and implement the appropriate tools, processes and best thinking (3) improve the overall selling effectiveness and (4) augment the MPP team with highly skilled on-demand resources. esellas services were delivered in multiple phases from the inception of the relationship. 

Today, we actively support ‘Case for Change’ client workshops, training, and executive-level coaching for their strategic sales leaders, referred to as Partnership Development Leaders (PDLs).

Outcomes – esellas designed and supported the implementation of an enhanced sales management cadence with leadership reporting & dashboards, developed and deployed new sales tools, deal advancement and strategy/lab sessions. The renewed focus and transparency had contributed to greater transparency of deal health and pipeline quality overall, resulting in win rate and close rate improvements.

The second primary business group with the United Healthcare Enterprise to initiate a commercial relationship with esellas in December of 2021.

esellas is providing advisory and consulting services alongside Optum’s growth Success Discipline (GSD) team to evaluate the following “disciplines”:

  • Strategic Opportunity Management

  • EDGE/Test and Improve (governance and coaching sessions)

  • Win/Loss Program

  • Large Client Review

  • Executive Champion/Executive Sponsor Programs.

The program’s objective is for esellas to help Optum understand the current state of each discipline, make recommendations for improvements/advancements, and recommend strategies to improve alignment and increase adoption across disciplines.

The ongoing relationship started in August of 2021, with a $1M+ relationship LTV, providing various diagnostic, advisory, and growth execution services.  

At the onset of our relationship, esellas performed a detailed assessment of CareerBuilder’s go-to-market organization, delivering an executive summary report and presentation which served as the basis of a significant company-wide transformation program to return the company to profitable revenue growth. esellas next engagement supported key contract renewals, with a consistent mechanism for assessing the health of the renewal, management reporting, key metrics, coaching and the development of close/action plans to improve the likelihood of CareerBuilder not only retaining the client but expanding the size of the relationship through the upsell and cross of CareerBuilder services.

Outcomes:

Currently, esellas collaborates with CareerBuilder’s sales and sales enablement teams to deliver a growth program focused on account activities to accelerate revenue growth for a mutually agreed-upon list of identified accounts. Following an agile approach, conducting account planning training as required, necessary coaching, and completing the planning process in short cycles/sprints to build robust account and sales plans.

The program is designed to accelerate CareerBuilder’s ability to identify, qualify, and create sales strategies intended to secure and grow revenue. The program provides a tactical implementation approach and methods for monitoring and managing the established revenue objectives.   

  • Analysis of accounts to determine the existing share of the market and overall ‘total’ addressable market for CareerBuilder services and the assignment of a propensity score.

  • Identify and select accounts with the highest propensity for consuming new and or incremental services from CareerBuilder.

  • Support CareerBuilder sales team members with entry strategy, call plans, value proposition creation, and coaching to develop new sales opportunities or expand the value of existing ones.

The latest extension of these services has resulted in ~ 75+ CareerBuilder sales professionals utilizing ella. Additionally, in May 2022, esellas conducted a Revenue Reimagined strategy workshop with CareerBuilder’s executive leadership and senior go-to-market leaders.

One of our newest relationships began with HPE in April 2022. The initial contract, valued at $600K, is expected to grow into a long-term strategic relationship. The initial services are focused on providing market insight and competitive intelligence to the HPE Edge to Cloud (E2C) product organization.

esellas provides HPE stakeholders across multiple business units with in-depth knowledge and access to experts in the E2C competitors’ go-to-market (GTM) strategies, selling motions, buyer experiences, delivery models, technological capabilities, and support structures. This will be accomplished by collecting first and third-party information on selected competitors, codifying it in artefacts, and providing briefings to: 

  • Articulate the competitors’ strategy.

  • Monitor and communicate competitors’ performance and execution of that strategy.

  • Make predictions on E2C competitors’ moves.

  • Recommend the strategic actions HPE should take to win against and counter the competition’s strategies.

  • Compare selected HPE GreenLake offerings with competitors