Engagement Highlights

– Moved team from “spray and pray” email blasts to disciplined prospecting with agile campaigns focusing on a single message, buyer role, segment

– Increased number of monthly 1st calls by 61% in 12 months

– Increased 1st call to demo progression by 20% through more consistent 1st call qualification around buyer goals and readiness to purchase.

The Opportunity

Torchlight needed a more effective prospecting approach to improve the quality of early sales conversations and create a more predictable path to revenue. The team also needed a stronger first-call framework to better qualify buyers around goals and readiness to purchase.

As a corporate caregiver benefit platform, Torchlight helps employees manage work responsibilities while supporting child and parent dependents at the same time. Before the engagement, the company was generating a healthy number of first meetings through high-volume outreach, but fewer than 25% of those meetings advanced. Many prospects were not qualified buyers, which made revenue production less consistent and forecasting more difficult for leadership.

The Solution

Winalytics worked with Torchlight to build a more disciplined prospecting and qualification motion.

– Clarified key buyer outcomes and measurable business impacts.

– Integrated buyer outcomes into prospecting campaigns and first calls.

– Shifted outreach from product-led demos to value-added conversations.

– Built first-call qualification around goals, gaps, and readiness.

The Results

– 61% increase in monthly first meetings through more intentional prospecting.

– 20% increase in first-to-second meeting conversion through stronger qualification.

– 100% revenue plan achievement.