SalesStar Supports Fintech Company’s Journey with Membrain

Meet Flexza

Flexza is a flexible health benefits and compensation startup based in Mexico.

Its solutions for businesses, and ultimately customers, are targeted toward current and active employees and retirees.

It also offers options for lines of credit to spend on health benefits and cost reduction strategies for private health insurance.

With proven success already, Flexza customers improve the variable compensation of their employees by up to 40 percent the first year of implementation.

Over the past year and a half, Flexza has navigated the challenge of creating a go-to-market strategy that connects companies and their employees with this fintech company’s solutions. 

Analyzing possible go-to-market strategies

Flexza co-founder and CEO Santiago Ocejo is leading his team through the process of refining go-to-market strategies based on their ideal customer profile.

With an ICP of medium to large sized companies – with 15,000-20,000 employees – Santiago shared that they have learned from a number of methods for reaching prospective customers. The challenge has been determining which method will be most successful for his team.

Hiring business development representatives to cold call potential clients has produced limited results. Alternatively, Santiago said reaching out to senior advisers who have strong relationships with target companies has a high potential for securing future deals.

These advisers help introduce Flexza to key stakeholders, and from there, Santiago’s team presents solutions and opportunities to grow.

Implementation of these strategies is aided by a distinct sales process and a tool to enable it. With the help of SalesStar’s Mexico practice and more visibility within Membrain, Flexza is getting the support they need to secure sustainable growth.

A Membrain Impact Partner Steps In

SalesStar, a Membrain Impact Partner, is a sales transformation organization that focuses on coaching and long-term solutions for growth-minded businesses.

Dedicated support from SalesStar’s Mexico practice has bridged the gap between the startup’s pains and the right technology and training solutions.

SalesStar partnered with Flexza to bring more structure and clarity to their sales organization. The work began by helping Flexza define and implement a clear, repeatable sales process. This allowed team members to understand exactly what steps they should be following and how to improve at each stage of the sales cycle.

Santiago shared his appreciation for SalesStar Mexico’s Practice Partner Juan Pablo “JP” Urruchua and Business Operations Manager Paulina Salazar.

Rather than utilizing other tools, which Santiago said seem to be made more for marketing, JP’s recommendation of Membrain has brought more visibility to Flexza’s complex B2B sales cycle. SalesStar Mexico’s knowledge of Membrain has been critical in building out Flexza’s sales process and getting Santiago’s team acclimated with the tool.