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Author: Robert Henderson
Title: EVP, Growth as a Service
Link: /life-at-iqor/leadership/robert-henderson
" Sustainable growth comes from combining data-driven strategy with disciplined execution across sales, marketing, and the customer journey."
Name: Robert Henderson
Title: EVP, Growth as a Service
What iQor Delivered
$700K
Gross Value Created
14%
Increase in New Business
32%
Open Rate on Outbound Email
Challenge
Scaling Demand Without Losing Focus
An emerging automotive technology company was experiencing strong early demand across repair shops and distributors. The opportunity was significant, but growing interest alone wasn't enough. A scalable sales strategy was needed to convert that demand into consistent customer acquisition and long-term product adoption.
The company sought a structured approach to prospecting, onboarding, and adoption that could scale across a fragmented network of repair shops and distributors, each with different needs and buying processes.
The client needed a partner that could:
Build a scalable, repeatable sales strategy focused on net-new business
Expand customer acquisition across a diverse network of repair shops and distributors
Increase product adoption beyond the initial sale
Bring structure and consistency to prospecting, onboarding, and customer success
Solution
Building a Connected Approach to Acquisition, Onboarding, and Adoption
iQor built a dedicated sales organization around three connected priorities: acquisition, onboarding, and customer success. Rather than treating the sale as the finish line, the program was designed to carry customers through activation and into sustained product use.
iQor’s approach combined dedicated sales representatives, a structured playbook, A/B tested messaging, hands-on product demonstrations, and post-sale engagement, bringing consistency to every stage of the customer journey and helping customers get real value from the platform.
Key Capabilities Delivered
Dedicated Net-New Sales Representatives
Deployed sales representatives focused exclusively on net-new business, giving the client a consistent, dedicated engine for customer acquisition.
A Structured Sales Playbook
Built a playbook covering the full journey from prospecting through adoption, bringing consistency and repeatability to every stage of the sales process.
A/B Tested Messaging
Implemented A/B testing to optimize messaging and improve conversion across outbound campaigns.
Product Demonstrations
Delivered hands-on product demonstrations to help prospects understand the platform's value before committing.
Post-Sale Engagement Programs
Supported customers after the sale with structured engagement programs designed to drive continued product adoption.
Measurable Business Impact
14%
Increase in New Business
32%
Outbound Campaign Open Rate
$700K
Gross Value Created
Ready to Build a More Agile Sales Organization?
See how iQor helps organizations build scalable sales operations that adapt to changing markets, improve performance, and accelerate business growth.
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