Sitemark
Sitemark is a B2B SaaS platform serving 2,000+ enterprise customers. After three years of growth, they hit a plateau at $18M ARR.
Services
Automatisation
Intelligence artificielle
Infrastructure
Systèmes internes
Industry
Enterprise Software
Company Size
450 Employees
Timeline
1 Mois
Comment un menuisier répond à 3× plus d'appels d'offres.
The challenge
Stuck at $18M for four straight quarters. Acquisition was steady, but churn and contraction were eating every gain.
Sitemark was adding 40-50 new customers per quarter, but churn and contraction were eating the gains. Their sales cycle had ballooned from 25 to 42 days as they moved upmarket without adjusting their process. Reps were chasing unqualified enterprise leads while existing customers had no structured path to expand.
The approach
Kora ran a full-funnel diagnostic in the first two weeks, then focused on three high-leverage initiatives.
We rebuilt their qualification framework after finding 60% of enterprise leads were a poor fit. The sales team refocused on prospects with a 3x higher close rate. We restructured customer success around expansion triggers and compressed the sales cycle by replacing the three-meeting discovery process with a live product audit on the first call.
The Results
Sitemark broke through a four-quarter plateau and grew from $18M to $26.5M ARR in six months. Expansion revenue became their primary growth driver for the first time.
Revenue grew from $18M to $26.5M ARR within six months
Pipeline velocity increased 2.4x through better qualification
Sales cycle compressed from 42 days to 29 days
Net revenue retention jumped from 97% to 118%
Expansion revenue became the largest growth driver within 90 days
“Kora helped us see around corners. When everyone else was telling us to grow headcount, they helped us realize we had a conversion problem, not a capacity problem. That insight alone saved us from making a costly mistake.”
David Kim
VP Strategy
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