Telesign
Making Complex Tech Simple and Clear
THE Challenge
Telesign, a B-series funded CPaaS (Communication Platform as a Service) platform with nearly 300 employees, was acquired by BICS. If you’ve ever received a text verification, it was likely powered by Telesign on behalf of their multinational clients like Microsoft.
Despite their innovative offerings, Telesign faced a critical bottleneck: their complex services were difficult for ideal corporate clients to understand quickly. This led to unnecessarily long sales cycles—often stretching up to a year (!)—and placed an overwhelming burden on their sales team to educate prospects. Compounding the issue, many of their clients struggled to identify internal technology and communication challenges that Telesign could resolve with ease.
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Sales Cycle Bottleneck: Sales cycles were as long as 12 months due to unclear messaging and ineffective marketing support.
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Marketing-Sales Disconnect: Marketing wasn’t generating qualified leads, leaving sales to do all the heavy lifting.
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Complex Offerings: Prospects struggled to grasp Telesign’s value quickly, resulting in missed opportunities and slower revenue growth.
The SOLUTION
Noble Digital tackled these challenges head-on by rebranding and updating Telesign’s messaging with a data-driven strategy that transformed their marketing and sales process.
Data-Informed Strategy:
Using our proprietary Data Matrix Appraisal, we analyzed Telesign’s existing processes and uncovered key insights into their bottlenecks. These insights informed our strategy for aligning marketing and sales efforts.
Cross-Team Collaboration:
We brought together all of Telesign’s teams—marketing, sales, and leadership—to validate our findings and ensure alignment across the organization. This collaboration helped strip away jargon and craft a clear, compelling brand story that resonated with prospects.
Streamlining the Marketing-Sales Handoff:
By tethering marketing efforts directly to sales realities, we created a seamless handoff process that automated parts of the funnel and reduced friction between teams. This predictability allowed Telesign to scale more efficiently.
Simplified Messaging:
We reworked Telesign’s complex messaging into a powerful narrative that addressed client pain points directly, making it easier for prospects to understand how Telesign could solve their challenges.
Results
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Sales Cycle Reduction: Reduced the sales cycle from 12 months to just 90 days—a 75% improvement—unlocking millions in additional annual revenue.
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Increased Marketing Effectiveness: Marketing began producing high-quality inbound leads that asked the right questions, allowing sales to focus on closing deals rather than educating prospects.
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Improved Team Alignment: Opened channels of communication between marketing and sales teams, enabling them to work together seamlessly toward shared goals.
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Streamlined Brand Story: Created a clear and compelling narrative that resonated with prospects and helped Telesign stand out in a crowded CPaaS market.
Key Takeaway
By fixing the critical bottleneck between marketing and sales, Noble Digital transformed Telesign’s go-to-market strategy. The result? A dramatically shorter sales cycle, millions more in annual revenue, and a unified team working together to deliver predictable growth.
“I think what Noble Digital does is awesome. I would recommend them to any company I know. They helped us quickly get to the essence of our business goals so our entire marketing team could validate the new direction we are heading.
No small feat.
The result was our new CMO was able to launch a solid messaging platform to guide our new brand message which tethers into sales too… bringing our company into alignment, which has opened up communications between our large teams in ways we haven’t had before”
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