PREPLY BUSINESS CASE STUDY

FROM INTERNAL SCEPTICISM TO SALES CONFIDENCE IN SIX WEEKS

How a fast-moving B2B SaaS team rebuilt their value proposition, equipped sales with a confident narrative, and grew average order value 50% — in six weeks, without adding headcount.

+50%

Average Order Value

6

Weeks Start to Finish

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WHAT'S INSIDE

A walkthrough of the work, the calls, and the moments that changed the story

A walkthrough of the work, the calls, and the moments that changed the story

PROBLEM

Internal scepticism, sales hesitation, fuzzy positioning

Preply's B2B sales team struggled with unclear sales messaging, clunky positioning, and internal negative sentiment that undermined their ability to close deals — despite operating within a thriving B2C company.

Preply's B2B sales team struggled with unclear sales messaging, clunky positioning, and internal negative sentiment that undermined their ability to close deals — despite operating within a thriving B2C company.

ACTION

Positioning, pitch narrative, and sales-ready messaging

Harvey Lee delivered an intensive six-week positioning and messaging sprint, creating a data-backed value proposition framework and a comprehensive sales pitch that provided the team with clarity and confidence.

Harvey Lee delivered an intensive six-week positioning and messaging sprint, creating a data-backed value proposition framework and a comprehensive sales pitch that provided the team with clarity and confidence.

RESULT

50% AOV growth and a sales team that finally sounds confident

Following the sprint, Account Executive (AE) sentiment scores jumped from 3.5 to over 4.5, average contract value increased from $20K to $30K USD, and the team shifted from internal negativity to genuine belief in what they were selling.

Following the sprint, Account Executive (AE) sentiment scores jumped from 3.5 to over 4.5, average contract value increased from $20K to $30K USD, and the team shifted from internal negativity to genuine belief in what they were selling.