Engagement Highlights

– Accelerated the ‘land’ motion for initial sales by getting prospects to clarify phase one, phase two, and phase three priorities

– Accelerated the ‘expand’ motion by elevating customer success conversations to a more strategic level that carried forward the focus on identified expansion areas

– Increased revenue achievement by 50% in the first 6 months of engagement

The Opportunity

Lightcast needed a more focused way to sell across a broad set of higher education use cases and stakeholders without losing momentum. The team also needed a clearer path to connect initial sales conversations to longer-term expansion opportunities.

As a labor market analytics company serving higher education institutions, Lightcast supported use cases across undergraduate enrollment, graduate enrollment, academic portfolio management, career services, and workforce development partnerships. That breadth created opportunity, but it also made focus harder when many campus stakeholders joined product discussions without a shared narrative around priorities, value, and next steps.

The Solution

Winalytics worked with Lightcast to build a more intentional land-and-expand motion across sales and customer success.

– Developed Mutual Success Plans to clarify top institutional priorities.

– Identified phase one, phase two, and phase three opportunities.

– Created structured handoffs from sales to customer success teams.

– Elevated quarterly reviews around goals, progress, and expansion areas.

The Results

– 50% higher revenue in the first six months versus prior year.

– 1 more consistent land-and-expand motion across sales and customer success.

– 3 clearer priority phases helped focus initial sales and future expansion.