{"id":1468,"date":"2019-04-23T08:41:23","date_gmt":"2019-04-23T12:41:23","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/proofid-success-story\/"},"modified":"2023-03-08T19:38:51","modified_gmt":"2023-03-09T00:38:51","slug":"proofid-success-story","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/proofid-success-story\/","title":{"rendered":"How ProofID Ramped U.S. New Business Sales Pipeline from 0 to $1M"},"content":{"rendered":" \"Proof<\/picture>\n

Identity and Access Management Leader Teams with Peak, Increases U.S. Sales Forecast by $1M<\/i><\/b><\/p>\n

With a focus on making the benefits of identity management \u2013 security, productivity, compliance, and revenues \u00ad\u2013 well in reach for every modern business, <\/span>ProofID<\/span><\/a> has continued to stay ahead of the competitive identity and access management (IAM) market.<\/span><\/p>\n

Headquartered in Manchester, UK, with an U.S. office in Colorado Springs, ProofID manages the security of millions of identities in over 150 countries and works with top enterprise brands across finance, technology, retail, and education sectors.<\/span><\/p>\n

As Co-Founder and Chief Sales & Marketing Officer Lorraine Worrall explains, \u201cWe started the business in 2014, charting a course that we hoped would pay off strategically, and at the same time, provide enterprises an easy way to secure identities and put modern scalable IAM strategies in place. Now we are one of the few independent companies left in the market after others were acquired by bigger players in the space.\u201d<\/span><\/p>\n

Market consolidation hasn\u2019t stopped ProofID. With its mature managed services business, strategic partnerships with Ping Identity and<\/span> Thycotic, and industry-recognized <\/span>ProofID IGA<\/span><\/a> product, the company has put the right elements together to drive global growth.<\/span><\/p>\n

Peak Sales Recruiting delivers ProofID\u2019s first U.S. sales leader<\/h2>\n

For Lorraine, successfully executing on ProofID\u2019s growth plan required ramping ProofID\u2019s U.S. sales immediately. She turned to Peak Sales Recruiting to find the right sales leader to jump start U.S. operations and build a sales pipeline in North America for the first time.<\/span><\/p>\n

\u201cWe wanted a better recruiting process than what we have traditionally experienced. Typically, you are inundated with CVs that you have to work your way through to see if your criteria is met. It\u2019s very time consuming and not always effective,\u201d says Lorraine. \u201cBeing based in the UK, it would also have been difficult to access the right candidates on our own.\u201d<\/span><\/p>\n

Lorraine met with Peak Client Manager Anthony MacKay to understand the process and discuss her criteria. \u201cWhen we set the scope of the project, Peak presented me challenging questions that really made me think about what I wanted in a candidate and how this team member would fit with our sales environment and overall culture,\u201d she shares. \u201cAs I went through the qualifying questions with Anthony, I realized it was beyond recruiting just a salesperson, but finding the right type of person that would fit with our sales and company culture. Anthony made me think a lot harder about what a good fit would really look like.\u201d<\/span><\/p>\n

Anthony and the Peak team went to work identifying top candidates based on Lorraine\u2019s criteria. Through Peak\u2019s <\/span>4-step sales recruiting methodology<\/span><\/a>, candidates are evaluated using a process that includes behavior-based interviews and role playing, psychometric profiling, and benchmarking.<\/span><\/p>\n

\u201cThe way Peak approached recruiting and the ability to recruit without a focus on just resumes, really \u2018jelled\u2019 with me,\u201d she says. \u201cWorking with Peak gave me the confidence I was going to get the right people.\u201d<\/span><\/p>\n

U.S. sales effort kicks off with eye on managed services<\/h2>\n

Five weeks later, Scott Montgomery was hired and joined as ProofID National Account Manager with a focus on building a new business sales pipeline from the ground up, moving existing customers to managed services, and working with the Ping Identity accounts to generate new business.<\/span><\/p>\n

\u201cScott has been a great fit and was exactly what I was looking for. Identity management is quite specialized but Scott brings a background in the market and understands what we are trying to sell and just gets it,\u201d says Lorraine. \u201cWe had no pre-sales support for him in the U.S., so he needed to be able to manage himself and get out there without hand holding \u2013 and he was just on it.\u201d<\/span><\/p>\n

2019 forecasted as year of growth<\/h2>\n

For Lorraine, Scott\u2019s hire has enabled ProofID to move forward at record pace this year. \u201c<\/span>In less than two months, Scott has already closed sales. We have a measurable U.S. sales pipeline now and have taken this from 0 to $1 million.,\u201d adds Lorraine.<\/span><\/p>\n

As ProofID grows its managed services business, revenue projections are high. \u201cThrough our managed services business, we are poised for big growth this year. We have increased our sales forecast by $1M in the U.S. alone, and are also executing new reseller channel strategies around our identity governance and administration business. It\u2019s a very exciting time and Scott\u2019s hire has been a critical element in all of this.\u201d<\/span><\/p>\n

According to Lorraine, working with Peak has made a positive impact to the ProofID business. <\/span>\u201c<\/b>The Peak process was strategic and very smooth, resulting in a frictionless experience that helped us move quickly toward our goals. We would definitely recommend Peak and work with Peak again.\u201d<\/span><\/p>\n

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Are you ready to take your talent acquisition to the next level? <\/span><\/i>\u00a0<\/span><\/i>Learn more about Peak\u2019s services<\/span><\/i><\/a> or<\/span><\/i> contact us today to recruit top sales talent<\/span><\/i><\/a>.<\/span><\/i><\/p>\n

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