Keep your revenue engines running. Solve enterprise revenue problems before they become a problem.

Whether you are a startup or a large-sized enterprise, good growth requires solving all the problems that could stall your revenue engines. Doloop Digital solves these problems so you can return to what you do best.

Here are a few stories about enterprise revenue engines. If you want to learn more, please ask for custom workshops.

Growth is good, right?

How to grow 10x in 10 years to reach $7.5 Bn revenues

The technology boom had created a need for tech talent, even across the Fortune 500 companies that weren’t in the tech business themselves. When NYTimes’ Tom Friedman wrote “The World is Flat,” he touched a raw nerve in corporate boards, and soon, there was an insatiable hunger for low-cost, high-quality engineers from around the world, especially India. This company (Infosys) had three-quarter billion dollars in sales by 2003, and the next ten years would be its’ “decade of destiny,” where the company could grow as fast as its engines could fire. So long as the engines kept firing.

How a commodity service market player repositioned to compete better with global giants on its terms.

The Bay Area’s tech market is very competitive. It has attracted tech startups and larger legacy companies that have moved their tech teams to the SF Bay Area to tap into the zeitgeist and help them compete. Agility and intelligence are needed to succeed here.

The client is a recruitment and consulting company that serves Fortune 500 companies with access to local talent. Because there are low entry barriers, it can be a commodity market with clients and potential employees. How did the client find a way to stand above the crowd and compete confidently with global consulting companies on their terms?

How to crank up a stalled sales engine.

Sometimes the odds are not in your favor, and a series of knocks stalls your sales engine. Now, you have a cold-start problem, which takes a lot more effort to get going.

The client is a $700 m global engineering services company. They ran into rough weather at their largest accounts (see Blindsided by Relationship Gaps) and were now looking to rebuild their sales engine and regain their confidence.

How a startup found a bold and unique voice and managed to convey their pitch before the latte even gets ordered.

Doloop Digital’s Gaurav Rastogi, “This was before AI became a household name and was still a buzzword used to inflate startup valuations. The prospective client and I met at a coffee shop during mid-morning. I asked the entrepreneur to describe the product while we waited in line to order our coffee. I ordered my usual extra-hot latte while he kept describing his product. By the time he was done with one complete overview of the product, my coffee had arrived, been sipped, and cooled down to room temperature. We had taken 24 minutes to do a first pass, and I needed another Venti extra-hot coffee to keep up with all the details.”

The story of a company that converted curiosity into 110 conversations through a sales roadshow in a market hungry for education.

This was back when “data is the new oil” was the catchphrase. Companies were scrambling to put their data to use. Analytics, sexy data scientists, Big Data, and Machine Learning were all over the news cycle. There was a tremendous curiosity and hunger for this content, and Fortune 500 companies had high receptivity for this content.

How does one convert curiosity into conversation?

From losing the top two accounts to securing the top 200 relationships. How a company addressed the relationship blind spots hurting business growth.

The going was good until it wasn’t. Overnight, this company lost their number one and two clients. Both were stolen by the same competitor, who had relationships with the top management and could sell a great story. "Never again", the company promised itself.

For this $700 m global engineering services company, losing the largest clients was a wake-up call and a symptom of a deeper malaise. The company had taken their decades-long middle-management relationships for granted, and relationship gaps were blindsiding them in these and probably all other accounts.

$1 billion in sales from new ideas: How a reliable supply of ideas can create sustainable revenue and margin growth.

The client was a large IT services company, and they had a curious observation– the sales team had better control over deals when they were the ones to come out with the initial idea and helped the client develop and promote the projects internally. The deals were erratic when this didn’t happen, and win rates were abysmally low. The sales team is putting in the effort in either case, so it would be preferable to have higher win rates.

How can the company create an Ideas Factory that reliably generates new ideas that clients appreciate and purchase?

How to write winning proposals in a competitive enterprise market. Hard-won victories from hand-crafted proposals gave way to a predictable win machine with a 3x win rate.

Winning is a habit...and so is losing. The client was a large consulting company that had hit a losing streak. They won only a small fraction of their fair share in any competitive stakeout (in a three-way contest, a fair share is 1⁄3). This share was worse at larger levels, where in deals above $50 mn, the company’s win rate was a minuscule fraction. Something was wrong here.

Escape the 18-month curse that consumes companies.

A disheartening pattern often emerges in enterprise sales—the "Sales Cycle of Doom." This cycle is characterized by a company's struggle to revive its sales organization through high-profile recruitment, ultimately leading to a revolving door of sales leaders. Doloop Digital’s Gaurav Rastogi delves into the root causes of this curse that consumes companies, large and small.