CONQA, a New Zealand-based startup, was rapidly making its mark as a leader in the Australian construction industry. With the appointment of a new Chief Commercial Officer, who had previously experienced the effectiveness of Pointer's services, they sought to enhance their sales operations. The goal was to increase engagement with relevant stakeholders without overloading their existing sales team, which included a Sales Manager who was also a top individual contributor.
The challenge for CONQA was to expand their sales outreach without impeding the productivity of their current team. With a finite total addressable market, it was crucial for CONQA to ensure both high conversion rates and quality in their sales approach. Managing a junior hire for outbound sales would have been counterproductive, given the Sales Manager’s dual role.
Pointer provided the ideal solution by hiring a dedicated representative specifically for CONQA. This strategy allowed for focused and efficient outreach to set up meetings with pertinent stakeholders. Pointer's involvement extended to list building and offering strategic insights into CONQA's go-to-market (GTM) adjustments. Furthermore, Pointer assisted in developing competitor battle cards and seamlessly integrated into CONQA's operations as if a member of their own team.
The partnership with Pointer led to significant time savings in ramping up operations, with CONQA securing more client meetings than before. The ability to swiftly modify their GTM strategy contributed to their agile response to market demands. This collaboration not only boosted CONQA’s sales engagements but also streamlined their internal sales processes, ensuring that their sales leadership could focus on core responsibilities without additional burdens.
