Case Study

Acquia Adopts ‘Predictable Revenue' Strategy

Source: Yesware
Acquia Adopts ‘Predictable Revenue’ Strategy

Background

Acquia is a CMS platform for building, delivering, and optimizing digital experiences with agility and speed. The company provides cloud-based solutions for content, community and commerce across the world and its sales team spans four continents.

Challenge

Predictable revenue not possible without sales automation

When Aaron Ross first published Predictable Revenue in May 2011, Acquia’s sales managers and reps were 100% on board.

But the team didn’t have the technology to execute this strategy.

Reps were without an empowerment tool, spending more time on admin tasks and redundant work than actual selling. Two hours a day went down the drain, with copying, pasting, and customizing emails, and manually entering activities into Salesforce.