iDenfy lifts win rates by 70% after the SALESDOCk buyer-centric sales process implementation

iDenfy is a Lithuania-based RegTech platform for KYC/KYB/AML and fraud prevention, founded in 2016 and headquartered in Kaunas. Public data indicates €2.4M revenue (2022), ~48 employees (Apr 2025), and ~500 enterprise customers; in March 2025 iDenfy raised €1M.

Challenges:

1. Over-reliance on inbound and no structured outbound motion.
   
2. Under-utilized HubSpot and a lack of a universal CRM workflow.
   
3. Missing/untailored sales materials and talk tracks; skills gaps in discovery and objection handling.
   
   

Solutions:

1. Audit & action plan (September 2024).

Full GTM review (ICP/tiering, sales process, CRM, skills) with a prioritized plan and target metrics.

2. Process design & HubSpot implementation (Oct 2024 – Jan 2025).

Defined buyer-centric stages with milestone entry/exit criteria and mapped them into HubSpot with forecasting & dashboards; trained the team on Discovery, Demo and Economic Buyer meetings.

3. Execute remaining audit actions.

Rolled out ICP/personas, sales materials and reporting improvements; tightened operating rhythm.

4. Reinforcement mentoring (Feb – Jun 2025).

‍ Weekly AE 1:1s, bi-weekly team pipeline reviews, KPI dashboard accountability, and targeted role-plays to cement behavior change.

Outcomes:

• Sales team win rate improved from a ~15,3% to 26% by the end of the cooperation.
  
• From plan to practice: CRM stages, forecasting, and weekly operating cadence institutionalized, improving forecast hygiene and pipeline reviews.