Business case: accelerating OneBill’s lead and deal growth through a sustainable sales strategy.
Executive summary
OneBill Software, a comprehensive billing and revenue management platform, faced significant challenges with their sales processes which resulted in potential deals to fall through the cracks. The company engaged Insiders Web to revitalize their lead generation strategy beyond traditional marketing and inbound sales methods. This case study examines how Insiders Web transformed OneBill's sales approach, leading to remarkable results, including up to a 129% increase in qualified leads monthly and 148 additional deals within just 8 months.
Key challenges
OneBill Software possessed a powerful billing and revenue management platform but struggled with:
Limited lead generation beyond traditional marketing channels
Ineffective sales processes causing missed opportunities
Need for comprehensive training materials and enablement for future Sales Development Representatives (SDRs)
Lack of a structured outbound sales strategy
Difficulty converting existing prospects and reviving dormant leads
The company needed a partner who could not only design an effective outbound sales strategy, but also implement it to demonstrate immediate results.
Strategic consultation approach
Insiders Web implemented a comprehensive transformation of OneBill's sales approach through a four-phase methodology:
2. Detailed buyer analysis
Working with industry consultants, Insiders Web created a complete picture of OneBill's potential customers:
Identified Ideal Customer Profiles (ICPs) for targeted outreach
Mapped all key personas involved in the decision-making process
Determined critical KPIs affected by OneBill's platform
Developed prospect specific discovery questions to uncover prospect pain points
Created Fear, Uncertainty, and Doubt (FUD) questions to illustrate the cost of inaction
Aligned OneBill's products and services to address each identified pain point
4. Sales process implementation
Insiders Web executed a complete sales process overhaul:
Created a comprehensive playbook for Sales Development Representatives
Established role structures, responsibilities, and workflows
Defined key performance indicators for measuring success
Developed prospecting strategies specifically for the revenue management industry
Implemented multi-channel outbound approach utilizing email sequences, calls, LinkedIn, and other social platforms
Revamped the entire sales journey from Discovery to Close
Researched, identified, selected and integrated appropriate sales tools
Designed the process based on observed sales cycles
1. In-depth industry analysis
Insiders Web conducted thorough research to understand how OneBill's platform could address needs across various sectors. This included:
Comprehensive competitive analysis to identify OneBill's unique differentiators
Development of compelling value propositions tailored to specific industry pain points
Market positioning strategy to highlight OneBill's comprehensive billing and revenue management capabilities
3. Strategic messaging development
Based on insights from the first two phases, Insiders Web crafted compelling messages designed to:
Capture prospect attention through targeted sales and marketing messaging
Generate qualified leads through multiple channels
Initiate new deals with compelling value propositions
Support sales representatives through the entire deal cycle
The Results
The partnership delivered immediate and substantial results:
Up to a 129% increase in qualified leads per month
148 additional deals within 8 months
Revival of dormant leads, resulting in closed-won deals from prospects inactive for years
Streamlined sales process with clear next steps for managing existing opportunities
Comprehensive training materials to enable future sales team growth
Quadrupled lead generation at industry events
The Benefit
The strategic partnership between OneBill Software and Insiders Web demonstrates how a methodical, research-driven approach to sales transformation can deliver exceptional results. By addressing the entire sales ecosystem—from prospect identification to deal closure—Insiders Web not only helped OneBill overcome immediate sales challenges, but also established a sustainable framework for continued growth and success.
