A session at SaaSBOOMi Annual 23

1. Unlocking Sales
Momentum:
The Recession Edition
Dhruvil Sanghvi (LogiNext)
Ravi Teja (Moengage)
Srikrishnan Ganesan (Rocketlane)

2. A recessionary environment has brought about changes in buyer journeys
Change in ICP
The Context: New Gating Factors in Sales
Slipping deals &
Inaction
CFO or Executive
intervention
Worry about
“Shelfware”
Catalysing change
internally

3. Change in ICP

4. Change in Messaging/Value

5. Slipping Deals & Inaction
Hasten deal closure? Battling status quo Helping our “Champions”
01 02 03

6. The CFO Factor

7. Multi-threading / Exec Calling

8. Making the ROI Case
https://docs.google.com/spreadsheets/d/1ggz9Q0eAopny27cjYlellLkhP9dkGq5n/edit#gid=1046268061
https://docs.google.com/spreadsheets/d/1QykwKV2vZ_KwpLTUX-NzH3XXGfHxDJq1tRZSvs77Uco/edit#gid=754501557

9. Case for Proposal
https://docs.google.com/presentation/d/1dhnjLdtciZBEAd0svJmjbfANRQ2fBWa2/edit#slide=id.g202018f1473_0_168

10. No more “Shelfware”

11. How to catalyse the team

12. Thank You