Building a High-Performance Global Presales Function for a Leading Certification & Learning Firm
A leading global certification and learning solutions provider partnered with CtrlBid to build and scale their entire presales function from the ground up, supporting markets across the U.S., India, and Rest of the World.
60%
Win Rate
$25M
Contracts Won
$56M
Annual Pipeline Value
The Results
Initially, our engagement focused on developing a structured presales process for ROW markets. Once the client saw measurable results, they expanded CtrlBid’s role to oversee and optimize presales for all global markets, including the U.S. and India.
Prior to our involvement, the company’s win rates were low, cross-selling and upselling opportunities were untapped, and their trainer network lacked scalability. CtrlBid implemented a structured, repeatable, and data-driven sales strategy, allowing them to compete more effectively, increase conversions, and drive growth across multiple regions.
Full Presales Process Built from the Ground Up → Designed an end-to-end presales function, integrating lead generation, opportunity tracking, bid management, and closure optimization.
Global Solutions Team Established → Expanded presales operations to support all markets—U.S., India, and ROW—creating a scalable and efficient global sales function.
Win Rate Optimization → Improved success rates from low double digits to over 60% by implementing structured bid strategies, refining messaging, and streamlining submissions.
Cross-Selling & Upselling Growth → Increased revenue from single-digit percentages to 45% by leveraging data-driven sales insights and client engagement strategies.
Trainer Network Expansion → Built an extensive network of trainers to enhance credibility, improve content delivery, and support large-scale enterprise deals.
Scalable & Repeatable Sales Engine → Enabled long-term pipeline growth through strategic account management, targeted opportunity pursuit, and strong client engagement.