Learn how companies in the identity management space go to market
We researched dozens of companies in the identity management and identity verification software industry. We analyzed their GTM challenges and motions, summarized benchmarks, and developed recommendations for other companies competing in this space.
That research is available in our new free report on GTM in identity management.
The report includes overall industry trends, as well as deep dives into the GTM strategies of 12 companies, including 1Password, BeyondTrust, SailPoint, Keyfactor, LastPass and more.
Key takeaways include:
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Hybrid GTM strategies are key to growth
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Differentiation and trust are crucial in the crowded IAM market
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Benchmark performance: 30-40% YoY ARR growth, 95%+ GRR, 110% NRR
Increase outbound pipeline with better books
Like other companies in identity management, one Gradient Works customer - a small but quickly growing startup - sells into a very large TAM. It's critical they know exactly what prospects are in their ICP so sales reps can focus on the highest-potential accounts in a large universe of possibilities.
This team rolled out Gradient Works in just one day, using Bookbuilder to enforce smaller books of business and implement regular account returns and distributions.
Reps can now return accounts they can no longer work. When they return an account, they have to select from a set of return reasons, which gives sales leaders useful info they can use to determine future assignments.
Now, sales reps are more focused and productive. With their new feedback loop, sales leadership has more confidence in their decisions about which accounts to assign. It’s also much simpler amd less time consuming.
"There's a whole part of my brain I get back by not having to worry about who gets what accounts anymore.”
The Gradient Works pipeline platform
With Gradient Works, you'll get everything you need to prioritize and assign accounts for outreach.
