“VizQuest’s comprehensive approach to helping us increase Enlighten.Net sales and profits makes Pipeline Plus completely unique to anything else in the market. The results we have achieved far exceeded the metrics we agreed to at the beginning of the engagement.”
‐ Jan Chapin, President, Enlighten.Net
Enlighten.Net, a corporate knowledge empowerment solution, was originally created to handle the knowledge management needs of the company that developed it, DISC (Distributor Information Systems Corporation). Their mission is to help companies dramatically improve internal communication and information exchange. Enlighten.Net provides web‐based scanned document storage and retrieval software to reduce document management costs. Their solutions can capture documents directly from your business system, e‐mail, and more. Originally written as an in‐house application for a large software company, Enlighten.Net helps institutions rapidly capture, organize, manage, and share information.
Enlighten.Net had recently had spun‐out from DISC and needed to rapidly generate revenues to self‐sustain the business and avoid seeking outside investments. They lacked the sales and business development resources needed to effectively expand the business, and their team had difficulty identifying the best markets in which to invest their resources. They wanted to avoid being spread too thin across multiple vertical industries.
The company needed to differentiate the Enlighten.Net solution from the host of well‐established knowledge management, HR systems, ERP and intranet providers. They wanted to effectively bring their product to market and accelerate the company’s revenue growth by capitalizing on a steady stream of high-quality opportunities. They needed a strategic process to produce these opportunities but lacked in resources, support focus, and internal bandwidth necessary to do so. Enlighten.Net needed to generate better quality opportunities in order to increase sales pipeline and accelerate revenue growth.
Enlighten.Net turned to VizQuest to lead a successful campaign that would fulfill these objectives. VizQuest implemented their proprietary methodology, Pipeline PlusTM, to effectively, efficiently, and rapidly build Enlighten.Net’s sales pipeline through the creation of Validated Sales Opportunities (VSO). A VSO is a confirmed prospective buyer, such as a key influencer or decision maker, who has the right situation, problem, or opportunity that a company’s solution addresses. They have serious intent to investigate a solution, and there is a defined action item for advancing the sale after the buyer has seen a sales presentation. VSOs create shorter sales cycles and better ROI on business development investments. Pipeline Plus, a comprehensive business development program, accelerated revenue growth by creating a consistent, scalable flow of the highest quality sales opportunities; enabling Enlighten.Net’s Sales team to be more productive to maximize yield on sales capacity. VizQuest executed their Revenue Factory Model to rapidly identify and engage target decision makers.
VizQuest worked with Enlighten.Net executives to extract key strengths of the organization and conduct a thorough market and competitive analysis to develop a dominant customer value proposition for Enlighten.Net. VizQuest strategically re‐positioned the company to focus on two key vertical markets, and their needs were aligned with Enlighten.Net’s core strengths and market opportunity: customer service and pharmaceutical R&D and clinical trials. VizQuest developed compelling sales tools and executed a holistic demand generation program to deliver a sustained stream of VSOs. VizQuest drove performance among the sales team by providing real sales opportunities that significantly increased sales pipeline and improved revenue production.
In 5‐months, VizQuest delivered more than 100 VSOs, resulting in a five‐fold increase in the Enlighten.Net revenue pipeline. VizQuest’s strategy and careful consideration of the market aided Enlightened.Net to rapidly grow and producing $25M in sales pipeline in a short amount of time. They developed 30 new customers in less than 12‐months and developed critical mass and market share in the parts distribution marketplace. After the program, Enlighten.Net avoided having to raise outside capital is now a self‐sustaining business.