Intro

In this episode, Carolyn and Amber pull back the curtain on a $500M cybersecurity company that came to Passetto stuck in last-touch reporting, declining win rates, an overreliance on product trials, and zero visibility into what SDRs were actually working.

In just 14 days, their Growth Sprint surfaced what months of internal analysis couldn’t: the true drivers of revenue, why trials convert at only 5%, why hand-raisers deliver 2X the deal size and win rate, and how 40% of opportunities are created with no traceable sales trigger at all.

We walk through the exact before-and-after: their revenue architecture score, the missing SDR prospecting layer, the downstream impact of “low-signal” opportunities, and the data that finally gives the team conviction to modernize their demand engine.

Even with strong tools and a mature sales motion, they’re operating with only 55% revenue visibility, record-low win rates, and a demand strategy built almost entirely on trials—until the Sprint changes the trajectory.

We break down the insights their team uncovers:

• Why 55% of SDR workload comes from trials that win at only 5%
• How high-intent hand raisers deliver 2X the ACV and more than 2X the win rate
• Why only 35% of opportunities show early-stage signals
• How more than 40% of opportunities have no traceable prospecting trigger at all
• And how a two-week sprint becomes the “forcing function” they need to move from uncertainty to a clear set of strategic priorities

A powerful example of what happens when companies finally get the full-funnel visibility they’ve been missing.

🔗 CTAs & LINKS:

• Register for Passetto’s upcoming virtual events
• Book a free 1:1 Data Visibility Assessment
• Follow Carolyn on LinkedIn
• Follow Amber on LinkedIn

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This episode is powered by Passetto. If your pipeline dashboards aren’t giving you straight answers, you’re in good company. Most GTM teams simply don’t have the visibility to understand what’s truly driving pipeline and revenue, what’s slowing them down, or where to focus next.

Book a 14-Day Growth Sprint and get clear answers about what’s working and what isn’t, and a focused set of strategic priorities to accelerate pipeline creation and align your teams immediately.