Challenge:FastSpring, an e-commerce platform for software companies, was having a challenging time positioning itself and its value in the marketplace. While many companies offer point solutions that software companies can piecemeal together, FastSpring’s real value is in being a Merchant of Record that combines a robust technology platform with e-commerce expertise. Because of this unique and extremely robust offering, the team often struggled to properly convey the full value of FastSpring.
Ken worked with the executive team and sales and marketing leadership to develop a story and messaging platform that highlights both the aspirational value and tangible ROI that their customers can achieve when they work partner with a full-service e-commerce partner and how they can now “Sell More, Stay Lean, and Compete Big.”
“With Ken’s methodology, process, and facilitation, we were able to develop our messaging to better articulate who we are and how we help our customers,” said FastSpring VP of Marketing, Sarah Bottorff. “As a result, we have already seen significant improvement in metrics across our entire sales and marketing pipeline.”
Since rolling out the new story and messaging platform in mid-2019, FastSpring has seen significant revenue and pipeline growth. As Bottorff points out, while that success is due to great execution across the entire company, getting alignment behind a powerful, customer-centric and inspiring message has been a key component in its achievement.