Engagement Highlights

– Developed a value playbook to connect persona-based use cases to an enterprise-wide platform value proposition

– Increased expansion pipeline by $1M in 90 days, a 50% improvement

– Accelerated time-to-productivity for 2 new Account Directors who were able to close first deals in 9 to 12 months vs a 2 year historical standard

– Established repeatable process for faster account expansion with playbooks linking specific manufacturing use cases in order to better leverage internal reference selling

The Opportunity

Parsable needed a faster, more repeatable way to expand accounts after landing initial use cases within manufacturing plants. The team also needed a stronger way to connect individual use cases to broader enterprise value across different buyer roles.

As a provider of digital workflow applications for manufacturing plants, Parsable helped customers improve safety, productivity, and quality through its Connected Worker platform. But expanding from one plant function to another often meant restarting the sales process with a new line manager and a different executive buyer, such as a VP of Operations, VP of Supply Chain, or VP of Digital Transformation. That made account expansion slower than the company needed.

The Solution

Winalytics worked with Parsable to build a more repeatable account expansion motion.

– Built a platform value proposition across 6 to 8 personas.

– Linked persona-specific use cases to broader enterprise platform value.

– Created expansion playbooks with targeted outreach by value and buyer.

– Coached teams on expansion selling and internal reference strategies.

The Results

– $1M increase in expansion pipeline within 90 days, a 50% improvement.

– 2 new Account Directors closed first deals in 4 and 5 months.

– 1 repeatable expansion process established across manufacturing use cases.