/ 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.
// THE PLAY
- ›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
// 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
// RUN THIS PLAY