WOCHIT
Meet SVP of Global Sales Garrett Goodman
“Looking back to Q4, 2020- after about nine months of working with Zebrafi- we closed more new revenue than we had in Q4, 2019, and our average deal size was up 59 %, and this was during the pandemic.”
Wochit is the complete enterprise-grade solution for video creation in the cloud. Their flexible video creation suite empowers everyone, from novices to experts, in any industry, and for every use case, to create compelling videos at scale with revolutionary ease and unprecedented speed.
Hundreds of the world’s leading brands, nonprofits, marketplaces, and media organizations have already transformed their video production with Wochit’s intuitive user experience, expert support, and limitless pre-licensed content from Getty, AFP, Press Association, ANSA, Ruptly, and more. Wochit’s cloud-based editing tools make creating, versioning, automating, and publishing across platforms simpler than ever before.
Challenge
- New competitors were offering less capable, but also considerably less expensive, alternatives.
- Sales people were wasting time chasing prospects they had little hope of closing.
Solution
Wochit implemented and now requires salespeople to score every prospect against their ideal prospect, or Zebra. The sales team now focuses their efforts on the best prospects, increasing their efficiency and close rates. Today, only Zebras (the best prospects) make it into the pipeline.
The tools ensure sales people earn the right to meet with executives with budget authority (Power) using customized materials and a sales process guided by the Zebra software. This process leads to a logical end point: a customized business case that provides conservative estimates of value based on results achieved for similar companies — verified through interviews conducted by an objective, third-party (Zebrafi). The Voice of Customer (VOC) interviews conducted by Zebrafi staff are key to this credibility.
Results
Wochit achieved these results because Zebrafi changed its sale paradigm. The company no longer competes feature-for-feature with its competitors. They stopped chasing every prospect. Now, Wochit targets desirable prospects, earns early access to executives and collaboratively produces a business case with key stakeholders all while speaking the language of business value.
- Increase in average deal size 59% YOY Q4 2020
Headquarters | NY, NY
Industry | Software
Employees | 83
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What Our Customers Are Saying
Allison Stern
CMO, SaaS
“Zebra has been transformational for Tubular. Everything we do is based on the Voice of the Customer work done by Zebrafi.“
Steve Davis
COO, Author-it
“A higher percentage of sales cycles close because sellers identify Author-it Zebras and have an early meeting with Power to gain sponsorship to verify a pre-prepared value proposition.”
Todd Schneider
CFO & COO, Serigraph
“Through the first six months of this year we have sold more than we did all of last year, and I attribute that entirely to our new process.”
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