Company Overview:
Elation is an employee experience company focused on improving performance, engagement, and well-being in the workplace. They build tools that empower organizations to create healthier, happier teams.
Client Brief:
Chris Demick, CEO of Elation, had built a strong product and assembled a capable team. They were actively investing in go-to-market efforts, but something wasn’t clicking. Despite internal confidence in the product, traction in the market was lagging.
The challenge? The messaging made sense internally, but it wasn’t landing externally.
Chris realized they needed a fresh perspective—someone “outside of the building” to challenge assumptions, decode real value, and shape a clearer path to growth.
Our Approach:
We started by stepping way outside the building—auditing everything from website copy to internal narratives. We stripped away insider language and surfaced what actually mattered to the people they were selling to.
We asked the hard questions:
- “What’s the core value your buyer truly experiences?”
- “Which part of your messaging is just noise to them?”
- “What would make your ideal customer say: Finally—someone gets it?”
Then, we rebuilt the narrative—from the buyer’s point of view and took it to market with precision, high-volume outreach.
Alongside that, we helped shape an iterative launch approach to gather real-world feedback, validate the new angle, and accelerate results.
Pipeline Results:
- Over $1 million in potential annual contract value
- 3 contracts signed in 5 months
- 9 additional contracts pending
Call & Meeting Activity:
- After holidays, meeting volume increased, even as call volume decreased (indicating better lead quality and messaging alignment)
- Calls booked within a few weeks of starting outreach
- Shifted from 3-call sales process to 2-call process due to optimization
- Early signs of sales process effectiveness seen 2 months into the engagement
Learn More
To learn more about Elation and their work in employee well-being and performance, visit www.elation.com.
Results:
Chris Dimock
Founder & CEO at Elation
“One of the most valuable parts of working with Pipeline Formula was partnering with a team that actually knows how to drive traction. We’d spent four months doing outbound with another group—thousands of messages, zero closed deals. Within a few weeks of outreach with Pipeline Formula, we started booking high-quality calls. Now we’ve got over $1M in active pipeline, 3 contracts signed, and 9 more in legal review. But more than the numbers, they helped us see our own value the way our buyers do—and that shifted everything.