Quovant Finds its Revenue Mojo Again

Fractional Product Leadership

 
Bill Horne, CEO, Quovant

Bill Horne, CEO, Quovant

Quovant Logo

Quovant Logo

Fortune’s Path is a group of deep-thinking strategists who’re real-world enough to get things done that move the needle.
— Bill Horne, CEO, Quovant

The Problem

Quovant, a private equity-backed legal services and data analytics company, had created a SaaS product that was slow to gain traction in the market. They needed someone to help them rediscover their mojo with a simple and executable go-to-market.

The Solution

Fortune’s Path worked with the board and leadership to create a tactical plan to improve sales for both the new SaaS product and a legacy technology-enabled service that represented 100% of the company’s revenue.  

Fortune’s Path created a buyer’s journey that identified the key personas in the buying process, what those personas cared about, and how the company’s products addressed their needs. The buyer’s journey became the foundation for new collateral and sales tools created by Fortune’s Path that premiered new messaging customized to verticals where the company was already  experiencing success. 

Fortune’s Path initiated account-based marketing activities and tested market messaging. It also conducted a comprehensive competitive review of the crowded e-billing and matter management space where the new SaaS product resides. From that research came a new product roadmap that prioritized low-cost, fast to implement enhancements that create real value for customers.

When the company placed new VP’s in marketing and product management, Fortune’s Path worked with both leaders to assist with their on-boarding and provide strategic advice and counsel. 

The new team made 2019 Quovant’s best sales year ever, and 2020 continued the momentum with some of Quovant’s biggest deals ever.

The Results

  • Improved confidence in the direction of the company between the board and leadership

  • New talk tracks and email campaigns that focused on Quovant’s differentiation and core value

  • Energized sales team that worked independently of internal subject matter experts

Mark Tochtenhagen, Senior Vice President of Product Management, Quovant

Mark Tochtenhagen, Senior Vice President of Product Management, Quovant

 
It would have taken me six months to get to where I started if not for the work Fortune’s Path did.
— Mark Tochtenhagen, Senior Vice President, Product Management
 

Program Benefits

  • Get leadership on the same page about strategy and go-to-market

  • Build a more effective sales process

  • Create confidence for your sales team

  • Clarify your unique value proposition

  • Improve marketing messaging and campaigns

  • Define high-value, simple, differentiating features

Tom Noser