What Happens When the
System Actually Works.
Results speak more clearly than case studies. Here's what Revenue Innovations engagements have produced, and what clients say about the work.
Engagements. Outcomes. Evidence.
Each engagement is built around a specific problem. Here's what that looks like in practice.
Pigment: Scaling a Consistent Sales Story Into a Competitive Market
Rapid North America expansion after a new funding round. New hires weren’t telling the same compelling story the founders used to win early deals, creating inconsistency in competitive enterprise pursuits against Anaplan and Oracle.
Built a unified messaging framework that captured the founder-led story and translated it into clear, repeatable positioning, with competitive conversation guides and role-specific talk tracks every seller could use regardless of tenure.
Sellers reported stronger confidence in competitive situations. Early North America enterprise pursuits moved forward with stronger executive engagement, faster consensus-building, and improved win rates in head-to-head evaluations against entrenched incumbents.
“It’s been a blast, really. We have been able in such a short time to start mastering this new messaging. There was a great balance between practice and sessions.”
Nerdio: From Technical Vendor to Strategic Partner. Sales Team Grew 5x
In competitive situations, prospects questioned why they couldn’t implement Azure Virtual Desktop themselves or choose a bigger provider. The sales team was engaging too far down in the org and leaning on technical features instead of business value.
Created a messaging playbook and whiteboard story designed to engage senior decision-makers early. Rolled out at their kickoff through hands-on role play and live application to active deals.
The CRO described the year as “epic.” The sales team grew fivefold. Deals moved faster, win rates increased, and executive-level sponsorship became the norm rather than the exception.
“Unselfish selling, it’s really working!!”
IGEL: Turning a Dormant GSI Channel Into a Revenue-Activated Route to Market
Global Systems Integrators represented one of IGEL’s largest untapped routes to market. The problem: GSIs didn’t know why they should lead with IGEL, didn’t understand what differentiated IGEL from alternatives, and had no tools to make the case to their own customers. IGEL had the product. It lacked the GTM infrastructure to activate the channel.
RI built the complete GSI activation system: a messaging playbook explaining why GSIs should lead with IGEL and what they gain financially, use case talk tracks for the most common customer scenarios, an integrated IGEL+GSI visual story to use in live meetings, at-a-glance assets customized for priority GSIs, and internal guidance for how to work with specific partners.
The GSI Playbook launched at IGEL’s Now and Next Conference and was featured at the Americas Sales Kick-Off. Major GSIs including Lenovo, Omnissa (formerly VMware EUC), Arrow, Ingram, and Carahsoft engaged directly with the playbook, positioning IGEL as a partner committed to the unique needs of each.
“Our CRO is over-the-top positive about the GSI Playbook. We have officially lit the fuse.”
TELUS: Turning Cross-Sell from Inconsistent to Structural
TELUS had deep relationships across telecom, IT services, health tech, and digital agriculture, but cross-sell was inconsistent. Sellers didn’t know when to involve other units, how to identify opportunities, or how to introduce new capabilities without disrupting their own deals.
Built top-of-funnel sales plays for each business unit. Launched a cross-sell champions program featuring early adopter success stories. Adapted TELUS’s existing conversation framework to incorporate cross-sell prompts, making adoption easy rather than forcing new tools.
Cross-sell participation increased and the quality of referrals improved significantly. Sellers began seeing cross-unit collaboration as a way to add client value, not a distraction from their core quota. Increased seller confidence, stronger competitive positioning, and improved win rates in enterprise pursuits.
“If your organization has multiple offerings that could serve the same clients, the gap between potential and realized revenue is often in the process, not the opportunity.”
ShareFile: Activating a Vertical GTM Strategy
ShareFile had reorganized their sales team by vertical, but the materials available to sellers were heavily product-oriented. They lacked industry-specific insight, talk tracks, and examples that would help them connect quickly with a prospect’s priorities.
Created three dense, just-in-time industry playbooks covering workflows, key challenges, decision-making drivers, and talk tracks tailored to each vertical. Launched them at ShareFest through interactive sessions with role play, live deal prep, and personalized cheat sheets for each seller.
Sellers reported increased confidence and credibility in executive meetings. The company saw a rise in opportunity volume and deal size, with a noticeable shift toward more strategic engagements.
“When you change your sales model, activation is the critical next step. The faster you can equip your team to apply the new approach in real conversations, the faster you see results.”
In Their Own Words
Literally everyone loved your content. They really like your style. Conversational with empathy. It’s your super-power.
This sales playbook is one of the best I’ve ever seen!
You are my secret weapon. Everyone wonders how I’m able to plan and execute so decisively.
What sets Revenue Innovations apart is not just their depth of knowledge in the sales process, but also their commitment to collaboration and ongoing support. They didn’t just provide us with a roadmap; they walked alongside us every step of the way.
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