Overview
Zenith Enterprise Solutions, a Enterprise Software company with a 25-person CS team, faced a critical challenge: Land-and-expand strategy was manual. Account team had no visibility into expansion opportunities.
The Challenge
The core challenge was clear: land-and-expand strategy was manual. account team had no visibility into expansion opportunities.. For a team of 25-person CS team, this meant bottlenecks in their GTM motion and limited visibility into what was actually working. Traditional approaches weren't cutting it.
The Solution
Zenith Enterprise Solutions turned to Mir Tech to implement usage analytics + expansion scoring. The implementation was completed in Apr-Dec 2024, focusing first on quick wins. Rather than attempting a full transformation immediately, they started with their most critical bottleneck and expanded from there. This phased approach ensured adoption and built momentum.
Key feature used:
Usage analytics + expansion scoring
Results
The results spoke for themselves: 34% ACV growth year-over-year, and 120 expansion opportunities identified, and $8.2M annual expansion revenue. Within six months, Zenith Enterprise Solutions had completely transformed their Enterprise Software approach.
We identified 120 expansion opportunities in the first month alone. Our ACV grew 34% without increasing headcount."