MyMove

About the Client

Company Name: MyMove.eu

Industry: Shared Mobility Platform

Location: Brussels, Belgium

Team Size: ~10 employees

Mission: To enable more sustainable and efficient urban mobility through shared vehicle platforms.

The Challenge

MyMove.eu initially had difficulty achieving sales success, despite the efforts of several salespeople. The company struggled with booking meetings, validating its go-to-market strategy, and converting prospects into deals. This hindered the growth and market positioning of the business.

Key challenges included:

• Inconsistent success in booking sales meetings, despite attempts by previous sales representatives.
• Uncertainty about the most effective verticals and the ideal go-to-market strategy.
• Low email engagement and inefficiencies in lead generation, which took up excessive amounts of time.
• Lack of a structured playbook for sales success, leading to inconsistent performance and difficulty onboarding new salespeople.

The Solution

Several strategic initiatives were put in place to turn things around:

• Go-to-Market Validation: The go-to-market strategy was validated across different verticals, which provided crucial feedback that allowed the CEO and CRO to fine-tune the approach.
• Consistent Meeting Booking: A consistent process was developed for booking 10-15 meetings per week with mid-market and enterprise customers, even with limited time allocated to prospecting. Over 526 meetings were booked in just 12 months.
• Full-Cycle Sales: A full-cycle sales approach was implemented, handling the entire process from prospecting to closing, which resulted in improved consistency and performance across various stages of the sales funnel.
• Email Engagement: Email campaigns were optimized, leading to a significant increase in open rates from 10% to 55% on average.
• Lead Scraping Efficiency: The lead scraping process was optimized, saving 4 hours per week and allowing more time for higher-value sales activities.
• Playbook Development: A comprehensive sales playbook was developed to ensure continued success and facilitate onboarding for new sales reps, establishing a strong foundation for future growth.

The Results

Quantitative Outcomes:

• 526 meetings booked in 12 months, resulting in a 35% conversion rate from meeting to deal creation (188 deals created).
• 56 deals closed since Q1 2022.
• A pipeline of €1.5M ARR was generated over 18 months.
• Lead scraping optimization saved 4 hours per week.
• Email open rates increased from 10% to 55%.
• Consistency in booking 10-15 meetings per week, leading to sustained growth.

Qualitative Outcomes:

• Improved clarity on the go-to-market strategy, leading to a more focused approach to target verticals.
• Greater efficiency and time savings in prospecting and lead generation.
• A consistent and structured sales process that enabled new sales reps to onboard quickly and contribute to the team’s success.

Client Testimonial

“The turnaround in our sales efforts at MyMove.eu was impressive. By refining our go-to-market strategy and optimizing our sales approach, we’ve been able to consistently hit targets and grow our pipeline substantially.”

— CEO, MyMove.eu

Key Takeaways

• Validating the go-to-market strategy early on, based on market feedback, is crucial for refining sales efforts.
• Consistency in meeting bookings can be achieved with a structured sales process, even with limited prospecting time.
• Optimizing email campaigns and lead generation processes can significantly improve engagement and efficiency.

Next Steps

MyMove.eu is positioned to scale further by continuing to leverage the playbook and processes developed, while onboarding new sales reps to expand their territory. Further refinements in targeting verticals and expanding their sales tool stack will continue to drive efficiency and growth.

About MyMove.eu

MyMove.eu is a shared mobility platform designed to improve urban transportation by making vehicle sharing more accessible and sustainable. Based in Brussels, the company is dedicated to helping cities and businesses reduce congestion and emissions while offering more efficient transportation solutions.