Launch Overview: Envoy Workplace

The Problem

  • As more companies began implementing formal onsite policies, previously mission-critical solutions like hot-desking and proof of vaccination status were no longer needed.

  • Adoption rates began declining across space booking products and customers were growing frustrated with unreliable, fragmented data.

  • Companies needed a way to measure performance of their onsite policies in order to right-size real estate and staffing investments for hybrid schedules.

The Solution

  • Pull usage data from Desks, Rooms, Deliveries, Visitors, employee scheduling, and key integrations into a comprehensive occupancy dashboard with custom metrics and visualizations.

  • Transition from selling point solutions for space booking, delivery management, and onsite collaboration to tiered packages of an end-to-end workplace management solution.

  • Craft new narrative emphasizing value and necessity of reliable occupancy data for key use cases: hybrid scheduling, move management, and physical security.

The Process

An overview of the GTM rollout process for Envoy Workplace, and my cross-functional partners for each initiative.

Pricing Research

Sales, Customer Success, SOPs, Engineering, Finance, C-Suite

Messaging (testing + validation)

Closed Beta

Product, Engineering, Design, Customer Success

12 weeks out

Enablement Sessions

Sales Enablement, Design, Sales, Customer Success

Media outreach, SEO + thought leadership content

6 weeks out

Open Beta / Early Access

Demand Generation, Channel Sales, Support

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The Results

Launch KPIs (high level)

  • 100% renewal rate of at-risk customers

  • $$ ARR of multi-product expansion deals

  • $$ of new business ARR in pipeline

  • Increase non-Visitors ACV by 2x

  • 75% adoption of occupancy dashboard

Launch Day

Press release

Industry publications

Emails

Website updates

In-product engagement

Paid advertising

Outbound sales playbook

Changelog

Webinar promotion

Sales assets

In the first month post-launch, Envoy Workplace….

  • Saved 97% of churn-risk customers

  • Closed 10 expansion deals

  • Exceeded pipeline generation goal by ~20%

  • Increased non-Visitors ACV by ~3x

  • 95% occupancy dashboard adoption

Supporting Assets

Below is a sampling of customer-facing assets created to support Marketing, Sales, and Customer Success efforts to drive Workplace new business and expansion.

Product page

View live page

Pitch deck slides

One-pager