The Challenge

WBM Technologies, a fast-growing IT managed services provider, had developed a proven, consultative sales methodology – refined over years and deeply rooted in long-term customer partnerships. But as the business scaled, so did the complexity.

Salesforce supported basic CRM needs, but it couldn’t bring their methodology to life. Strategic account managers lacked guided steps, real-time deal insights, and a way to operationalize what made WBM successful in the first place.

Ryan Jeffrey, Director of Strategic Account Management at WBM Technologies, says: “We were working on a strategic enterprise deal, and we realized it wasn’t going to come to fruition – so we went back, looked at the scores, and the account executive built a brand new plan based on the suggestions in ARPEDIO. He brought it to a strategic session, executed it flawlessly – and within three weeks, that deal closed. That’s the power of ARPEDIO.”

The Turning Point

That changed with ARPEDIO. Fully embedded in Salesforce, ARPEDIO gave WBM the ability to customize the platform to their exact sales methodology – not a one-size-fits-all framework.

“Our process is built on a methodology we’ve refined over the years – a science, really – and ARPEDIO made it possible to track and operationalize that at scale,” Ryan says.

With ARPEDIO, WBM could operationalize their methodology across the sales team and surface real-time next-step guidance directly in their workflow.

Even after a brief switch to another platform, WBM quickly returned to ARPEDIO. The clarity, consistency, and forecasting accuracy simply couldn’t be replicated elsewhere.

The Results

With ARPEDIO, WBM has sharpened and scaled their sales engine:

• Strategic sessions are more focused, data-driven, and action-oriented
• Reps follow a consistent, guided process – from onboarding to enterprise deals
• Sales leaders coach smarter, with real-time visibility into opportunity health

WBM even built a custom Pipeline Estimate Calculator using ARPEDIO scores — a model that ties scoring directly to deal success rates and improves forecasting precision.

The impact? Opportunities scoring 4.4+ now close at 98%, giving leadership a reliable, data-backed lens for prioritizing and scaling with confidence.

“It’s like a sales manager in a box, ARPEDIO captures what’s made us successful and makes it repeatable. It’s now part of how we win.”
– Dustin Lee, Executive Director of Marketing and Sales, WBM Technologies.

Watch Ryan and Dustin tell the full story below.