Consultancy + Agency Services

3 month contract

June 18

At a debrief meeting in June (6/18), Aayush and Cee discussed Scrut’s revenue growth rate and the state of its sales experience. With new investment in tow, plans to expand the market focus revealed a pattern of inconsistent messaging, process, and production underneath.

Now there were multiple identified areas of improvement:

1. Improve the sales platform foundation to increase closing C1, C2 & C3 sales
2. Training for new hires and existing sales team to increase KPIs
3. Guiding external product champions to accurately & confidently sell inside their organization on behalf of Scrut
4. Leverage the investment with shorter lead time for market localization with a base resource center to maximize the ROI and lower the CAC upon entry of expansion

Cee and Aayush agreed this situation would be an opportunity to evolve from the bottom up: A refreshed sales system applying Founder-consistent messaging and resources toward establishing and empowering product champions to effectively market Scrut within their organizations, creating a “champion flywheel” that drives product adoption without a Scrut representative present. A system whose single source of truth could smooth the ebb and flow of hiring, transitions, and role dynamics across both the Scrut sales team and the product champions working with them on the other side of the table. With CEEATTLE in the mix, Scrut could efficiently distribute efforts in empowering its existing market work while strategizing on the future.

August 2

In August (8/2), Aayush shared some key insights to Cee and Eoin on the state of the current sales experience:

• "The sales process lacks consistency, saying different things."
• "The sales collaterals are not the greatest, they are sometimes poorly done, the battlecards aren’t really clean, the sales pitch is kind of a zig zag, currently, it’s not as sharp."
• "What kind of enablement documents do we have in place for the AEs, because again, that lacks consistency, the AEs are thrown in the field without going through a sharp onboarding process."

By the end, the sales team would have tools and techniques to establish a united front for trust and help anyone new—whether on Scrut’s end or the customer’s—communicate to all levels the key ways Scrut transforms the process and product of compliance into a well-oiled machine.