Case Study: e2open accelerates revenue growth with Mereo

e2open more than doubles bookings to $125M with Mereo

e2open, a SaaS company preparing for its IPO, faced challenges scaling its global sales team. Their aggressive hiring plan was hindered by a lack of capacity to equip sales professionals with compelling messaging and business cases, leading to a growing number of sales cycles ending in "no decision" and a lack of a common sales process. They engaged Mereo for demand, progression, sales operations, and enablement services.

Mereo implemented a solution that enabled the sales team with a buyer-level messaging framework and related sales kit assets. They reinforced discovery techniques and provided business case models to prove ROI, which significantly reduced losses to the status quo. Mereo also tailored a sales methodology to align the sales process with the buyer's journey. As a result, e2open accelerated bookings from $56.9 million to over $125 million and increased new customer logos from 13 to 24 over a three-year period.

e2open