Customer Story
Fundraise Up cut ramp time by 55% in FOUR months.
B2B Enablement Customer
New hire time to first deal dropped from 76 days to 34 days. 95% of reps showed measurable improvement in early-stage progression speed across the GTM org.
-55%
76 days to 34 days
Time to first deal
-33%
Faster S1 to S2
Stage cycle time
95%
Of the cohort
Reps improving
77%
Across the cohort
Course completion
Customer voice
“We've seen an incredible impact, with 95% of our reps showing improvement in stage one to stage two speed.”
Manny Foster, Head of GTM Enablement, Fundraise Up
At a glance
Company
Nonprofit fundraising technology
Industry
B2B Enablement, 12 months
Program
60 GTM seats
Cohort
8-week bootcamp model
Multi-threading + Exec Selling
Focus
The customer
Who is Fundraise Up?
Fundraise Up is the leading digital fundraising platform for nonprofits. Their software helps mission-driven organizations turn one-time donors into recurring supporters at scale, powering campaigns for some of the largest causes in the world.
Trusted by mission-driven brands
01. The problem
The team had good volume, but didn't have the playbook to move upmarket.
Stage 1 to Stage 2 conversions were slower than leadership wanted, and there was no consistent framework for early-stage discovery. New hires were taking 76 days on average to close their first deal. Reps were single-threaded on enterprise opps and burning cycles on prospects who were never going to buy.
Two things were working against them:
Friction one
Single-threaded enterprise deals
Reps relied on a single contact instead of a stakeholder network. When champions went quiet, deals stalled, and there was no shared way to expand into the buying group.
Friction two
Variance across the team
As Fundraise Up scaled and moved upmarket, skill gaps showed up unevenly. Some reps had figured discovery out. Most hadn't. New frontline managers needed a foundation for what good looks like.
Manny Foster, Head of GTM Enablement, was building a multi-track program to fix it.
Jess Watts, VP of Sales, came in with the gaps written down.
Manny Foster, Head of GTM Enablement
We lean on 30MPC as the thought leadership for the market. We're not creating original content when there's a class out there that already nails it.
Jess Watts, VP of Sales
On enterprise opps we're still single-threading. We don't have a clear, crisp foundation for what good looks like for our managers.
Manny had run programs like this before. He knew what didn't work: train once at SKO, never reinforce, then watch the behavior fade. This time the program had to be built into the team's operating rhythm.
02. The program
eight-week bootcamps that the team runs.
Fundraise Up enrolled their full GTM org with 60 licenses across AEs, BDRs, Solutions Consultants, and managers. Manny built a series of eight-week bootcamps focused on discovery, multi-threading, and executive selling, with live labs alternating with on-demand 30MPC modules every other week. Example below:
01
Reps complete the curriculum and submit pre-work.
On the off-week, reps watch the 30MPC module on their own and tie it to a real active opportunity. They submit tactical homework like cost-of-inaction statements or executive discovery questions for real deals before showing up to the lab.
Learn
02
Live labs apply the framework to a real opp.
In small breakouts, reps role-play executive discovery against the framework, switch roles, and give each other written feedback. Then they discuss learnings with the team to build org-wide playbooks.
Build
03
Manager scorecards reinforce the work week over week.
Each rep submits one real executive discovery call. Managers use a Gong AI scorecard trained on 30MPC frameworks to tracking deal progression, stakeholder expansion, and executive engagement. Coaching one-on-ones reinforce the same scorecard sections quarter after quarter.
Review
03. The results
FOUR months in, the numbers moved.
Four months of program execution, compared to a Q4 2025 baseline. Same team, faster pipeline, broader buying groups.
The headline result
New hire time to first deal
Before
76 days
Average time for a new AE to land their first closed deal at the start of the program.
After
Down 55%
34 days
Three months into Manny's bootcamp, with the same hiring profile and ramp window.
-33%
Stage 1 to 2 cycle time
How fast deals progress out of early discovery, across the cohort.
95%
Of the cohort improved
Improvement spread across the team, not concentrated in top performers.
77%
Course completion
Sustained adoption across the GTM org during the bootcamp.
Stories behind the numbers.
- The behavior change held week over week, not as a one-time spike. The bi-weekly reinforcement cadence kept the new patterns compounding through the program.
- AE acceptance rates declined as reps started disqualifying bad-fit deals earlier in the funnel.
- Manny's Gong dashboard tracks deal progression, stakeholder expansion, executive engagement, champion development, and decision-process clarity in one view.
Manny Foster, on the impact
We've also seen improved time to first deal, from 76 days on average before working with you to 34 days on average now.
04. Why it's working
Three reasons the change is sticking.
Reason one
Reps build the playbook in real labs.
Each lab has reps bring a real opportunity, draft an executive discovery script in advance, then role-play through the seven-step framework. Scripts they wrote together get used on the next call. The playbook belongs to them.
Reason two
Scorecards reinforce the right behavior.
Manny built a Gong dashboard tracking the same five deal-quality signals every week. Manager one-on-ones tie back to the same scorecard sections, so the same reinforcement compounds quarter after quarter.
Reason three
Managers are built into the program.
New frontline managers were the biggest risk to adoption. Manny structured every cycle so managers preview modules a week ahead, run breakouts, and sign off on submitted calls. The program builds them in, not around them.
What's next
Three steps to launch this with your team.
Courses
Learn from the top 1% of sellers and leaders.
Tactics from the best leaders, sellers, and trainers. No outdated curriculum, no B-tier influencers. The same library Manny's team is working through.
See the courses
Tailored playbooks
Apply the frameworks to your exact sales motion.
You won't leave with boilerplate. Cold call scripts, discovery frameworks, the whole playbook, built for your motion.
How tailoring works
timed bootcamps
Master one skill every bootcamp, forever.
Your 30MPC enablement manager builds the cadence and scorecards that make it stick. The same system Manny is running at Fundraise Up.
Plan your sprint
Ready to move the number?
Bring 30MPC to your team.
Build the playbook. Reinforce the cadence. Move the numbers.
Plan your training sprintFor teams of 10+ reps
Fundraise Up is a 30MPC B2B Enablement customer. Program launched February 2026. Results compare FOUR months of program execution to a Q4 2025 baseline.