As one of the biggest achievers in corporate spend management, Dice is the precision layer that brings order to 50,000+ enterprise financial hurdles.
By consolidating fragmented spend, Dice’s super app has been enabling firms like Myntra, PharmEasy, and Tata 1mg to gain total control over every rupee spent. But in enterprise finance, product strength alone doesn’t win. To occupy the entire enterprise space, Dice needed a GTM motion that spoke directly to operators drowning in approvals, reconciliations, and Excel workarounds, not just decision-makers reading decks.
"Thyleads gets highly sales-qualified leads within the provided target regions from the very first month of our partnership. Their working style, culture, and ethics are highly commendable."
The Challenge: No One Buys Finance Tools Anymore. They Buy Fixes.
Dice was struggling with the "Good Enough" fallacy. In enterprise finance, innovation often feels like a threat to stability, and the biggest competitor was the ERP Status Quo.
For Dice, the challenge was overcoming this institutional inertia. Dice had to stop being seen as just another platform and become the Missing Workflow that makes the entire finance stack function.
What they were up against:
- Enterprises already had SAP/Oracle
- Finance teams weren’t browsing tools; they were buried in execution
- Narratives were hitting the CFOs desk but dying there because the real workflow owners—Controllers and Shared Services leads— werent in the loop.
- Agency fatigue: Dice had been burned by "volume-first" agencies that delivered noise instead of signal. They needed a GTM motion that prioritized risk reduction.
- Weak data hygiene and low meeting-set rates from internal prospecting
The Solution: Workflow-Led GTM
We didn’t pitch Dice as a replacement. We positioned it as the missing execution layer, the tactical unlock for workflows the ERPs forgot.
The Wedge Narrative: Completion, Not Competition
We reframed the enterprise conversation. Dice wasn't fighting the existing tech stack; it was filling the cracks. We transitioned the tone from Challenger to Collaborator, positioning Dice as the essential upgrade that turns rigid infrastructure into fluid execution.
What we addressed:
- A narrative of ‘Dice fills the cracks ERP systems won’t admit exist.’
- Framed SAP/Oracle as infrastructure, Dice as execution
Segmentation by Daily Friction, Not Job Title
The real buyers weren’t just CFOs; they were controllers, shared services leads, and procurement heads.
What we mapped:
- Persona clusters based on workflow ownership
- Using a multichannel approach (LinkedIn, Cold Calls, WhatsApp, and Email)
Messaging for the "Lived Pain"
Thyleads used expert writers and SDRs to deconstruct messaging for Dice’s product modules. Similarly, we removed the fluff and adopted the Controller's terminology.
What changed:
- By using plain-language, high-context inquiries about Process Debt and Approval Latency, we made Dice approved from a vendor to an Operational Ally.
- We stopped pitching automation and started offering the Silent Upgrade, which teams didn't know they could have before Dice.
- Messaging rooted in lived pain via the help of our expert writers:
Signal-Led Outbound + Mid-Funnel Feedback Loops
Outbound was guided by readiness, not volume.
What we added:
- ERP usage signals and workflow complexity triggers
- ICP-matched personas only
- Mid-funnel feedback fed back into messaging and targeting weekly
Functional Multi-Threading
Financial decisions are rarely solitary. We initiated Simultaneous Account Surrounds, engaging Procurement and Shared Services alongside Finance. By highlighting how Dice resolves the cross-departmental blame game during month-end closes, we built internal consensus before the first demo was even booked.
Key Results
- 115+ Appointments booked in 6 months
- 140% Average KPI achievement rate from Month 1
- 5 Enterprise Deals closed within the first 90 days
- 23% Average closing rate across 25 industries
- 10:1 ROI: Achieving a $10 return for every $1 invested in this channel.
- Zero Ramp-Up: Delivered 12 Sales-Qualified Appointments in the very first month of collaboration.
Future Outlook
The scalpel approach has successfully carved out a new category for Dice within the enterprise stack.
As the partnership evolves, the focus turns toward Automated Workflow Detection. By identifying specific signals of process debt within target organizations, Dice and Thyleads are building a GTM engine that doesn't just find prospects—it predicts which companies are one Excel error away from a financial meltdown, ensuring Dice is there with the fix before the break happens.