The task
ShipHawk was bringing a warehouse management SaaS product to market and needed enterprise opportunities in an assigned vertical.
The decisions
- Sell into the assigned vertical as an individual enterprise contributor.
- Use the NetSuite ecosystem as a route to qualified opportunities.
Putting it into practice
- Ran enterprise deals personally as Enterprise Account Director.
- Helped launch the warehouse management SaaS product.
- Opened opportunities through the NetSuite ecosystem.
What changed
Personal quota attainment and assigned-vertical revenue
- 210% of personal quota.
- More than 400% revenue growth in the assigned vertical.
What I take from this work
Selling through NetSuite gave me a way into buyers who already used it and partners they already worked with.