Ready Education Shifted to Value-Based GTM and Delivered Record Q1 Results

“Our work with Winalytics shifted the mentality of our whole go-to-market team. The old focus had been ‘getting to a product demo.’ The new focus for sales and customer success conversations is to understand how our product can make our buyers and customers more successful. We want to start by understanding their key goals for student success and then point our product against those areas with the highest potential for impact.”

Engagement Highlights

– Shifted the go-to-market team from a focus on leading with product to a focus on anchoring on buyer-defined goals and impacts

– Seven months into partnership, Ready Education had its best Q1 in the company’s history

– The focus on qualifying to buyer value in sales and customer success conversations contributed to a 200% increase in total closed business

– The focus on value-driven prospecting and selling lead to 100% increase in new dollars in the sale funnel and a sales cycle time decrease of 40%

The Opportunity

Ready Education needed to move buyer and customer conversations away from product-first selling and toward the student success goals that mattered most to campus leaders. The company also needed a stronger way to connect sales and customer success motions to expansion opportunities.

As a student experience platform used by more than 300 higher education institutions across the US and Canada, Ready Education had a strong return-on-investment story tied to student engagement and retention. But buyer conversations were often centered on product demos and functionality, while post-sale conversations focused on implementation and training. That made it harder to sustain executive engagement, connect discussions back to institutional goals, and create momentum for cross-sell and expansion.

The Solution

Ready Education partnered with Winalytics to build a buyer-goal-first GTM approach.

– Developed value narratives anchored on student engagement and success goals.

– Built team-specific playbooks for sales, customer success, and prospecting.

– Ran joint learning sessions across sales, marketing, and customer success.

– Added one-to-one coaching to strengthen individual team member skills.

The Results

– 200% increase in total closed business in Q1 versus prior year.

– 100% increase in new dollars added to the sales funnel, driven by value-based prospecting.

– 40% decrease in sales cycle time for new sales-qualified opportunities.