Adstream

Adstream is a $85.9 million digital asset management (DAM) software and service leader.

LOCATION: HQ in London with 35 Offices Across 27 Countries
INDUSTRY: DAM Software and Service
PRIVATELY HELD

MEREO SERVICES ENGAGED

SOLUTION
MARKETING

SALES
OPERATIONS

SALES
ENABLEMENT

Challenges

Lacked a formal, consistent sales process, methodology and enforcement across markets as organization was transforming from a product-led to a value-based selling model
Operated with fractured, product-focused messaging across markets and departments
Struggled for recognition by buyers as a high-quality content management service provider
Focused only on lagging indicators without system for tracking and leveraging leading indicators

Results

Standardized strategic selling system unified the selling team across geographies with a common language and methodology and has increased access to right decision makers, improved risk assessment and driven sales process mastery
Differentiated value messaging playbooks and playsheets shifted the corporate culture to buyer-focused, enabling sellers to lead more-meaningful conversations with prospects consistently across departments while eliminating market confusion and improving demand generation results and win rates
Design sessions with subject matter experts ensured leadership buy-in, participation and roll-out for successful inside-out change management, reinforcement and ongoing coaching
Elevated market perception and awareness of Adstream software and services, as well as internal alignment with a strategic sales framework, ultimately helping to position the company for acquisition

“If you don’t have structure, you are in all sorts of trouble. This value-oriented methodology coupled with compelling value propositions gives sellers structure and relevance. I think it has made all the difference for us.”

GEOFF HOFFMANN
CEO North America and CRO Global