Having consolidated their position as a leader in the contract management space by winning key customers and developing unrivalled product functionality, Affinitext was poised to achieve their objective of a minimum 100% year-on-year growth over the next two years.
Affinitext were experiencing enviable growth, however, they had no full-time sales staff, which meant they were not growing as fast as they could.
Affinitext’s impressive track record in sales was more to do with market knowledge, domain expertise and strong customer engagement rather than sales skills: some deals were taking too long to close and opportunities were not being followed up appropriately.
The market is moving solidly towards Affinitext’s vision and, in order to maximise this window of opportunity, Affinitext needed to put in place the right people, processes, methodologies and tools to enable them to scale and seize the opportunity in front of them.