Customer Success Story: Avvoka

1x

Signed their largest deal

2x

Average monthly spend within 90 days

2x

Invites to a highly influential residency and accelerator programme

Avvoka makes the contracting process simple. Avvoka is a London technology company that take the contracting process online. It’s software decreases the amount of manual entry needed to create and agree a contract between clients and partners. No more v.1, v.2, v.3 in the contracts phase of your deals.

Andrew Ground
David Howorth
Director at Avvoka

The Challenge

A bold vision

Avvoka wanted some direction on how to structure their sales operations, including making their first sales hire. They wanted to help on how to structure their sales efforts so they could consistently win new business and didn’t want to lose momentum on some early referrals and customers in their current pipeline.

Why Us?

Upwards momentum

Avvoka wanted some direction on how to structure their sales operations, including making their first sales hire. They wanted to help on how to structure their sales efforts so they could consistently win new business and didn’t want to lose momentum on some early referrals and customers in their current pipeline.

The Solution

The 90-day plan

Analysis – We held a 2-day workshop and a full commercial analysis of their business (Sales MOT). We found out that they had a bottleneck in their sales process between initial demo and then pilot and actually signing these customers to annual subscriptions. This were unplanned and disconnected pilots not as part of a natural maturing client journey. We found out that the two Co-Founders were not clear on their own responsibilities for Sales, Marketing and Delivery. They wanted to hire a Sales Executive but had no clear plan, onboarding schedule, contracts or commission scheme in place. They had the opportunity to sign and triple one of their current prospects in their pipeline.

Plan – We created a 90-day plan to achieve their aims of structuring the sales process, hiring their first salesperson and closing some initial deals in their pipeline. This included detailing out what improvements were to be made to the sales process, how to qualify key opportunities and how to market their value in an effective manner to clients consistently with a new value proposition. Additionally as part of the plan, we added new elements to Avvoka’s business including a partner channel and enhancing their product to meet market and customer needs.

The results

Avvoka signed the largest deal in their history

Avvoka signed their largest deal in their history within eight weeks of receiving their growth plan and then trebled the average monthly spend within 90 days. They also signed a reseller agreement within six weeks which would mean that they would have access to at least 40% of the market in one of their key verticals, real estate and property. They hired and onboarded their first salesperson within six weeks and had already booked his first target customer appointment within 12 weeks of receiving our growth plan. They also got invited to one of the most influential residency and accelerator programmes Fuse run by Allen & Overy and are now only one of three technology companies to be invited back for the second year in a row. Fuse was latterly bought by Facebook for $23million.

David Howorth, Director at Avvoka

A word from the director

“Sales for Startups are really different from a typical consultancy as they went that extra mile to truly understand our business and added value at every turn. After our workshop we came away with some exciting ideas and some actions that we could implement the next day. That’s why Sales for Startups were perfect.”

The next step

Feeling inspired?

If you feel inspired with what you have read and would like to learn more about how we can help you rapidly grow your sales revenue you can book a free consultation with us here.