The Challenge
Navatech had a product customers loved. An AI safety platform helping construction companies reduce incidents and stay compliant. Strong product-market fit. But scaling revenue beyond RFPs? That was the hard part.
The problem wasn't the product. It was how they were selling/positioning it. Revenue was fuzzy despite solid inbound interest. The team couldn't figure out why.
Every deal was treated like a custom project. Sales reps manually configured pricing, scope, and deliverables for each proposal. No two deals looked the same. This created a "Black Box" funnel. Leadership had no visibility into the pipeline. When asked about conversion rates, the answer was "we're not sure."
What We Found
We ran our Sprint + Advisory package: a 6-month partnership to audit performance, process, and platform. We dug into the CRM data, listened to sales calls, and mapped the customer journey.
What we found: a gap between perception and reality. Leadership thought they were selling a product. The data said otherwise. They were running a services company disguised as SaaS.
The product wasn't clearly defined. No modular pricing for SMBs vs Enterprise. No standard feature set. No upgrade path. Sales had to build custom packages for every prospect. That added time and created inconsistent expectations.
The Strategic Alignment Workshop
Before we could fix the funnel, we had to fix the mindset. We gathered the leadership team for a strategy session. We laid out the findings: lengthy sales cycles, low conversion rates, and the heavy cost of custom work.
This wasn't a presentation; it was a reality check. By the end of the session, the leadership team had aligned on shifting from "selling services" to "selling a scalable product."
What We Did Together
With the team aligned, we rebuilt their go-to-market in three parts. The goal was simple: make every deal repeatable. If a rep couldn't explain the offer in 60 seconds, it was too complicated.
Product Architecture
Restructured the offering into three tiers: SMB, Mid-Market, and Enterprise. Each with its own packaging. Clear feature sets. Predictable pricing. Standard timelines. Sales now had a menu instead of a blank sheet.
The Sales Playbook
We wrote the manual that didn't exist. A 70+ page Sales Playbook that became the single source of truth. It covered ICP matrices, discovery call frameworks, demo flows, objection scripts, and proposal templates for each tier. Messaging finally became consistent.
CRM & Funnel Visibility
We configured Zoho from scratch to track the real funnel. Leadership finally got visibility into what was driving revenue. Dashboards for Lead → MQL → SQL → Closed Won. Real-time alerts. Lead scoring. Automated follow-ups.
The Outcome
Structure creates speed. Once the custom proposals were gone and the offer was clear, the revenue engine turned on.
MRR grew 227% in 6 months. Navatech signed bigger deals and brought on more clients. They now had full funnel visibility, conversion metrics they never had before, a sales playbook, and productized pricing.
