Company: Revenue Storm Corporation, Schaumburg, IL
Company Description: Revenue Storm is a global sales performance consulting firm employing the latest in behavioral science to enable salespeople to reach and exceed their goals. Our singular focus is to improve client sales effectiveness with higher win rates and revenue growth. Revenue Storm's consulting, assessments, software, training, and coaching is delivered globally, in over 60 countries and in 7 languages.
Nomination Category: Solutions & Implementations Categories
Nomination Sub Category: Sales Enablement Solution - Implementation
 Nomination Title: RevStorm Salesforce Apps - IBM Technology Implementation
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the features, functions, benefits, and results to date of the nominated implementation, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
I am completing the written entry, but also including an over video link - here
Full video link →
Link to additional marketing support documents and marketing
- State the the date on which the nominated solution was first available:
2018: IBM Consulting engages Revenue Storm and purchases 12,000 licenses and requires RevStorm Salesforce Apps completion for all deals over $10M, resulting in a 2X increase in win rate.
4Q24: IBM Technology purchases 18,000 licenses, with 9 of its 20 Markets requiring RevStorm Salesforce Apps completion for all deals above a specified revenue threshold (varied by Market).
- These 9 Market GMs transition from PowerPoints and other formats to a standardized Key Deal Review (KDR) template within Salesforce, relying on RevStorm App outputs.
- Live virtual training sessions are hosted for sellers and sales managers.
- Win rates doubled or more in nearly every Market.
Full video link →
Link to additional marketing support documents and marketing
- Describe the features, functions, and benefits of the nominated Sales Enablement Solution(up to 350 words):
Total 90 words used.
IBM Technology’s implementation of RevStorm Salesforce Apps transformed its key deal execution strategy with three embedded Salesforce CRM applications:
- Qualifier™: Objectively assesses and qualifies deals, ensuring focus on high-potential opportunities.
- Relationship Barometer™: Maps stakeholder influence and political dynamics, improving relationship navigation.
- Pursuit Profiler™: Provides structured deal coaching, identifying vulnerabilities and enhancing forecast accuracy.
Key Benefits:
✅ Higher deal qualification accuracy
✅ Improved stakeholder engagement insights
✅ Enhanced pipeline health & forecasting
✅ Standardized sales execution & management process
Full video link →
Link to additional marketing support documents and marketing
- Outline the need or problem that was identified, why the solution was chosen, how the solution was implemented, and the results of your implementation to date (up to 350 words):
Total 226 words used.
Implementation Impact
The Revenue Storm Blueprint™ implementation significantly boosted win rates across 9 of IBM Technology’s 20 markets, including:
- UKI Market: Win rate tripled (33% → 100%)
- Canada Market: Win rate up 250% (27% → 95%)
- US Financial Services Market: Win rate jumped 67% (55% → 92%)
- US Industry Market: Win rate nearly tripled (26% → 71%, 173% increase)
- Full results for all 9 markets →
Sellers gained deeper insights into key deals, driving incremental actions that improved win rates. Sales managers leveraged Revenue Storm tools to enhance coaching, leading to better deal execution.
Customer Satisfaction
IBM sales teams widely adopted the tools due to their tangible impact on execution and results.
The Need
IBM Technology sought to significantly increase win rates on key deals, aiming to replicate IBM Consulting’s success in doubling win rates with RevStorm Apps.
The Solution
IBM Technology mandated full adoption of RevStorm Apps for high-value deals, reinforcing usage through:
- Structured Key Deal Reviews (KDRs) for real-time insights.
- Live virtual training sessions hosted by Market GMs.
Implementation
- Mandatory app usage for all deals exceeding revenue thresholds.
- Integration into IBM’s weekly KDRs for deal qualification & execution.
- Leadership-driven adoption through Market GM-led training.
Results
✅ Win rates increased up to 3.5x across multiple markets.
✅ Stronger deal qualification & execution consistency.
✅ Standardized sales coaching framework for better forecasting & seller engagement.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 92 words used.
- Stevies-Sales Enablement Solution-Implementation - Overview of Implementation with client testimonials
- IBM Sales Kick-Off - Internal Sales Kickoff meeting highlighting results and next steps with RevStorm Apps
- RevStorm Salesforce Apps/strong> - Overview of Salesforce Apps
- IBM Revenvue Storm Story - timeline and results
- Dave MacDonald Quote - IBM General Manager Testimonial
- Strategy for Sales Leaders deck
- Apps Overview
- Qualifier App
- Relationship Barometer App
- Pursuit Profiler App
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