WORK
Case studies.
INTEGRAL: FROM 20% BEHIND TO A RECORD Q4
Integral is a US employee communications agency with serious enterprise clients and a CEO who's genuinely dynamic in market. The problem was they relied on that too much. The proposition was interchangeable with every competitor in a category doing its level best to be forgettable, and the CRM was full of warm opportunities nobody was doing anything with.
Six months. We repositioned the brand, rebuilt RevOps, and put a proper commercial cadence in place around events, content, and account development. Q4 revenue finished 63% above the previous all-time record. Win rate up 15%. Average deal value up 20%.
Most of the growth came from what was already there: existing relationships, lapsed clients, warm networks. Just worked properly at last.
"Working with John Lyons and Soba pushed us to be more disciplined about how we show up in market and how we serve the relationships we've already built. The results speak for themselves, but what I valued most was having a clear-eyed partner who didn't let us off the hook."
Ethan mcCarty, CEO, Integral