The Problem

The Client, an award-winning DevOps agency in the Bay Area, had a solid book of prestigious clients like UNICEF and Georgetown University.

However, they faced challenges in converting leads into new clients at the lower funnel due to an extremely competitive environment coupled with a pause in client spending due to fears of an economic downturn.

Additionally, they sought to raise their profile with key industry partners in order to source joint opportunities.

Our Solution

Congruity revamped their proposal response format and process to better address client problems. This included spending time proactively engaging with in-market prospects to better understand their requirements and gain better context on the forces driving change at their organizations.

We also developed new relationships with larger agencies and industry platforms like Acquia and Pantheon in order to source collaboration and co-pitching opportunities.

Our team created specialized sell sheets and battle cards to educate partners on the client’s strengths and capabilities, and led several teach-in sessions with partner sales teams to educate them on when to bring our client in on complex deals.

The Outcome

The updated pitch process led to a 2.5x improvement in lower-funnel conversions, including two major wins with a prestigious U.S. university and a professional organization.

Our partnership outreach significantly raised the agency’s profile with major industry organizations, earning them access to regular standing meetings aimed at staffing augmentation for critical projects.