Executive Summary
Project Revival
Purpose: Project Revival is a company-wide reset of how we sell and deliver. It moves us from drift to discipline, restoring double-digit profitable growth in 18 months and rebuilding client trust through proof, not promises.
Why Now: We face slow cycles, weak pipeline coverage, low win rates, and inconsistent client experiences. The opportunity is real — billions in backlog, strong market demand, and Optum’s inherent capability — but only if we act decisively.
What Changes
One team, one motion. Enterprise, Solution, and Inside Sales are aligned regionally, eliminating silos.
SOAC deal engine. Sales Origination & Acceleration Center speeds proposals, pricing, and prep.
The Way of Selling. POV-led, standardised buyer journeys with consistent governance.
Aligned incentives. Compensation tied to team behaviour and larger, risk-sharing deals.
Funded origination. $6.2M in marketing and data-driven targeting to grow pipeline.
Proof in Numbers
Pipeline coverage: 0.5× → 2.5×
Win rate: 16% → 40%
Sales cycle: 366 → 180 days
Quota attainment: <10% → >50%
NPS: 22 → 35 (response rate from 3.4% → 15%)
Regrettable attrition: 30% → 10%
Phasing
Crawl (0–6 months): Reset comp, launch SOAC, embed Way of Selling.
Walk (6–12): Scale inside sales, refine forecasting, embed client POVs.
Run (12–24): Regional GTM at scale, digital demand engine, new-product commercialisation.
The Shift in Spirit
Revival is not a campaign. It is a return:
To clarity over clutter
To speed over sprawl
To proof over promises
Applications — Keeping Revival Front & Centre
To inspire and remind 300 people daily, Revival branding and narrative can be applied across:
Sales cards — physical or digital crib cards with aphorisms, stats, and mantras.
Wall visuals/posters — iconic orange imagery (keyboard, pulse line, compass) paired with Revival lines.
Meeting openers/closers — short “Revival Reminder” used in every team meeting.
Email signatures — single Revival line embedded across the org.
Digital wallpapers / Teams backgrounds — orange Revival graphics for daily visibility.
Townhall branding — Revival masthead and manifesto framing every leadership update.
Leader soundbites — approved quotes and aphorisms leaders repeat verbatim.
Pipeline dashboards — Revival metrics as the headline, not buried.
Slack/Teams nudges — automated daily Revival tip or stat pushed to channels.
Recognition tokens — small awards or badges tied to Revival behaviours.
This keeps Revival from being another deck and turns it into the daily oxygen of the team.