CASE STUDY

Apostille Solutions

“Never would have imagined we could achieve something this big, so early on.”

Ade Adetayo, Co-Founder & COO

Core Challenge

Apostille Solutions is a small startup providing digitally-enabled document services to UK national and international clients. With only a team of 3, limited expertise in revenue strategy and business development, acquiring a massive client was never strongly considered. That was until a web visit came in from a domain belonging to a $21B SaaS giant.

Observed Deficiencies

  • Great marketing but poor sales followthrough
  • No existing business development nor account expansion motions
  • Minimal sales expertise across the team resulting in weak business case creation
  • Young organization with minimal vendor certifications

Apostille Solutions' Goal

Receiving an web visit from the SaaS giant felt like a mistake, but it was an opportunity that called for an all-hands-on-deck effort to try and convert it anyway. Apostille Solutions and RevSuite set out to identify the visitor by name and post, engage them in conversation and uncover a path to partnership.

Objective 1

Find an entry into conversations with the $21B SaaS company

Objective 2

Uncover visit intent and whether there is a need we can support

Objective 3

Develop a business case, negotiate terms and secure a partnership

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Our Approach

Signal Hunt. Find news / signals that may support in-market hypothesis
Identification. Use limited visit data for person-level identification
Entry Point. Come up with best approach to introduce conversation
Multithreading. Establish roles in the deal across the internal team & RevSuite
Buying Influences. Engage all buying influences and enable our champion to advocate our solution across departments
Certifications. Rapidly acquire certifications to pass thier vendor assessment process
Business Case. Develop a competitive case for our ability to support them despite our seemingly small company size.
Partnership Structure. Develop mutually beneficial terms allowing them an advantage over competitors through our services.
Account Planning. Establish an expansion strategy to grow our new key account YoY.

Results

~20%

Additional revenue added to the company in 2025 from this deal alone

Key Logo

Establishing a real presence in the market as a new contender

+59%

Growth forecasted for the 2025 fiscal year

Delivered Outcomes

Formalized Business Development Motion established in record time to be able to support high-value enterprise opportunities as a small organization
Huge Spike in Forecasted Revenue with the addition of a giant to our client base, Apostille Solution can now start shooting for stretch targets that where nowhere in the conversation prior.
Account Expansion up 130% since closing this deal. Apostille Solutions has begun to invest more into account expansion alongside new business, with a group of 8 key accounts now producing 130% more than their forecasted annual value.

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