Case Study: Challenger redefines sales territories and reprioritizes accounts with BoogieBoard and Rev

Challenger Inc reprioritizes accounts and redesigns sales territories in just two months with Rev and BoogieBoard

Challenger Inc, a global leader in sales training and consultation, faced the challenge of reprioritizing its expansive total addressable market and redesigning its inefficient, geography-based sales territories within a tight two-month timeframe. To achieve its growth goals and improve seller focus, the company needed to identify its ideal customer profiles and equitably distribute high-potential accounts. Vice President of Revenue Operations Alli Manning enlisted BoogieBoard to help redesign their territories and Rev to redefine their target market.

Using Rev's AI-powered Sales Development Platform, Challenger built a dynamic model of its ideal customer (aiCP) and identified 1,200 new target accounts. BoogieBoard's AI design copilot was then used to quickly divide these accounts into intelligent, equitable territories optimized for time zones and seller location. The solution from BoogieBoard and Rev resulted in each sales representative receiving a highly targeted list of 300 accounts. This new strategy improved the health of Challenger's pipeline, with the percentage of accounts matching their ideal customer profile increasing by 28% in just one quarter.

Challenger

Alli Manning

Vice President of Revenue Operations