/ 16 · HCM// 2020 to 2021
$1.5M+ TCVSyncHR · HCM · HR & Payroll Tech
SyncHR. Three enterprise wins, $1.5M+ in contract value.
An HR-tech company with a 40,000-account market, a small team and no brand recognition yet. We built their LinkedIn footprint, found accounts already in evaluation, and got them into deals before the vendor pile-on.
We just happened to hit them at the right time, when they were right in evaluation. That got us into the sale early, huge edge versus a paid lead provider where you're in the mix with five to seven vendors out of the gate.
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What we ran
- ›ICP: HCM buyers at companies with 500 to 5,000 employees.
- ›Channels: LinkedIn Sales Navigator outbound, email and calls.
- ›Three profiles, three cadences: VP Sales, AE and CEO.
- ›CEO play: company page follows climbed and web traffic spiked.
- ›Pattern matching into accounts in active change mode.
LINKEDINEMAILCALL
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The numbers
- 3closed deals in year one
- About $150K ARR on a 3-year term plus $50K setup, times 3 deals: about $1.5M TCV
- VP Sales LinkedIn footprint from 2,000 to about 7,000 connections in 12 months
- The rep's connect rate tripled
- In early, ahead of 5 to 7 vendor RFP pile-ons
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Why it worked
A 40,000-account market and no brand recognition means timing beats volume. Three profiles ran three cadences, VP Sales, AE and CEO, and pattern matching found accounts already in active change.
Getting in early, ahead of the five to seven vendor RFP pile-on, is what closed three deals in year one. About $1.5M in total contract value, and the VP's LinkedIn footprint grew from 2,000 to about 7,000 connections.
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