Case Study
Driving conversions of stalled Enterprise deals
Company Size & Stage: Growth Stage | ~$9M ARR | 38 Employees | 5 Years in Market
This IAM SaaS vendor struggled to convert enterprise deals beyond POCs, with key opportunities stuck in procurement bottlenecks. A lack of internal champions and a fragmented sales process slowed revenue momentum, despite strong product-market visibility and backing.
During a 6 week Dealroom execution sprint, we:
- Identified the missing internal champions as the bottlenecks in multiple deals.
- Equipped the prospect’s main contacts with tailored business case templates, ROI calculators, and competitive analysis.
- Developed an internal implementation timeline to streamline decision-making.
One stalled deal closed within 7 weeks. The same approach was applied across other enterprise opportunities, improving deal velocity and overall conversion.