Technology & Software
658% More MQLs in Six Months
A new go-to-market strategy and interim leadership lift UpperEdge's MQLs 658% in six months.
UpperEdge
The Client
- Company
- UpperEdge
- Website
- upperedge.com
- Industry
- Business Consulting and Services
- Headquarters
- US
- Employees
- 11-50
About UpperEdge
UpperEdge is a specialized IT sourcing and negotiation advisory firm that helps enterprises maximize value from their key software and technology vendor relationships. 5B in total client savings delivered, they position themselves as 100% independent advisors focused exclusively on the buy-side, helping CIOs navigate complex contracts with major vendors…
The Challenge
UpperEdge, a respected IT sourcing advisory firm, built its reputation on word-of-mouth and a track record of results. Its white-glove services, grounded in expert negotiation and industry knowledge, delivered strong client outcomes and high retention. But the team struggled to attract net new customers beyond personal relationships and networks. A flat organizational structure and the absence of a seasoned leader left the sales team with fragmented direction.
Our Approach
Chameleon Collective started with our CLEAR Sales and Marketing assessment to identify blockers and untapped growth opportunities. From there, we delivered an updated go-to-market strategy, including org design recommendations and a refined sales process to improve collaboration. We also provided interim leadership to the sales and marketing teams for six months, focusing on team morale, mentoring emerging internal marketing talent, and championing Account Based Marketing to target prospects that matched UpperEdge's Ideal Customer Profile. Finally, we recruited and onboarded the organization's first-ever Chief Revenue Officer, uniting sales and marketing into a single cohesive team.
The Impact
The results were swift. In the six months following our CLEAR assessment and under our interim leadership, the health of the firm's sales funnel changed dramatically: a 658% jump in MQLs, 73% more qualified opportunities, and a 50% increase in closed deals.
The Work
658%
jump in marketing-qualified leads
73%
more qualified opportunities
50%
increase in closed deals
Featured Expert
The Chameleon who led this engagement.
Practice Areas
Go-to-Market StrategyAdvisory WorkOrganizational DesignSales Process