Case studies

Measured, not claimed.

Every engagement ends with a post-playbook diagnostic. We measure whether the skills actually changed behaviour — in live calls, in CRM notes, in the pipeline. Here is what that looks like in practice.

CASE 01 · B2B SAAS SCALEUP · POST-PLAYBOOK ADOPTION DIAGNOSTIC

Did the sales playbook actually stick?

After a full-day training session on MEDDIC qualification, active listening (Trampoline), champion-building (3 P's + IREN) and value selling (CBIP) for a B2B SaaS scaleup's AE and SDR team, the real question began: did any of it stick in live deals?

Together with AI Origin, we ran a behavioural diagnostic across 100 Modjo call recordings, 100 CRM notes and 167 live opportunities. Each rep was graded on 8 MEDDIC competencies using evidence from actual calls and actual CRM — not self-report, not workshop NPS.

What we measured
  • MEDDIC score per rep, per skill — 8 competencies graded from call evidence.
  • Behavioural verbatims from Modjo transcripts — top performer vs. the rest of the team.
  • CRM hygiene, next-step rigor, pipeline health — from HubSpot data.
What it revealed
  • MEDDIC coverage uneven across the team. Metrics and Champion scores collapsed in the middle of the table.
  • Top performers had three non-negotiable moves that the rest of the team consistently skipped.
  • CRM next-step rigor varied 3× between AEs on comparable deal sizes.

3×

Win-rate uplift available by codifying the top performer's three non-negotiable moves and rolling them into a second-round playbook refinement + manager cascade.

"The gap is methodological, not motivational."

CASE 02 · ENTERPRISE SAAS · ACCOUNT EXPANSION PROGRAM

Cross-sell motion for Key Account Managers.

A European SaaS leader running a flat NRR wanted to rebuild the Key Account Manager motion — from farming to hunting inside the installed base. Discovery revealed the issue was not skill, but absence of a shared method: no power-map framework, no rhythm for value realization, no narrative for taking the expansion conversation up to the executive level.

Strategiz delivered a 6-week capability journey: Gartner's 6 paths to growth applied to the real install base, a power-mapping workshop on top 20 accounts, and storytelling frameworks (CAR, 3S) for the expansion conversation. Managers were trained as reinforcers, with weekly deal-review clinics in the 30 days after delivery.

Shape of engagement
  • 2-week discovery: interviews, pipeline audit, power-map baseline.
  • 1-week architecture: curriculum mapped to the competency framework.
  • Two full-day sessions, two weeks apart, with live accounts.
  • 30-day field application with manager reinforcement loops.
What changed
  • Power maps completed on every top-20 account within 30 days.
  • Expansion conversations systematically elevated to the economic buyer.
  • New expansion pipeline built with a shared narrative across the region.
CASE 03 · GROWTH-STAGE SAAS · NEGOTIATION PROGRAM

Protecting margin in a renewal-heavy quarter.

A growth-stage SaaS vendor was heading into a quarter dominated by renewals — with a pattern of last-minute discount concessions that had been quietly compressing gross margin for three consecutive periods. The ask was not another generic negotiation workshop, but a concrete tune-up of the team's bargaining discipline before contracts reopened.

Strategiz ran a full-day Negotiation & Influence session anchored in Fisher-Ury principled negotiation, BATNA/ZOPA discipline, concession mechanics and the psychology of price. Two live deal dilemmas were role-played with managers in the room as co-facilitators. Field coaching followed for the most exposed renewal negotiations.

What reps took home
  • A shared language for concession mechanics — "what, when, for what in return".
  • Pre-negotiation BATNA worksheet used on every deal above a threshold.
  • Two role-play patterns trained to reflex, not theory.
What managers took home
  • A deal-review template that forces the ZOPA conversation before discount is on the table.
  • An escalation protocol for high-stakes negotiations.
  • Clear criteria for when to pull in external coaching on a live deal.

Let's build the motion

Diagnostic your own playbook.

Every engagement ends with a retention check — so the skills either stick, or we tune until they do.

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