In 2022, RevenueBase, a provider of accurate B2B company, contact, and insight data, experienced rapid growth to 30 customers. RevenueBase’s custom data solutions enable revenue teams to identify and reach prospects with the specific challenges that they can solve. However, this success brought new hurdles, particularly in maintaining a high level of attention for existing clients. Recognizing the need for better customer management, RevenueBase teamed up with Market Growth Consulting (MGC) to bring in a fractional Head of Customer Success.
A key initiative was conducting “Revenue Archetype” sessions. Here, the MGC consultant collaborated with prospective and current customers to understand their go-to-market strategies and refine their ideal customer profiles. Using these insights, RevenueBase integrated relevant custom signals—derived from various sources—into its data solutions. As a result, clients were better equipped to target high-value prospects and tailor their sales and marketing efforts effectively.
After introducing the fractional Head of Customer Success, RevenueBase grew its customer base by 66%, from 30 to 50 customers in 90 days, while speeding up the sales cycle by 50%. Partnering with MGC enabled RevenueBase to scale smoothly, ensuring both new and existing clients continued to receive personalized support.
