Quovant Finds its Revenue Mojo Again
Fractional Product Leadership
Bill Horne, CEO, Quovant
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.”
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
“It would have taken me six months to get to where I started if not for the work Fortune’s Path did.”
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