Case Study

Toronto based SaaS technology company struggling to acquire new clients to fuel growth

$10 million ARR, Series B invested company operating in the global Martech industry

Impact​

Investment to build sales team to double ARR and increase market value by 7x.

Issue

Post series B investment, management doubled sales team headcount from 15 to 30, opened 2 new offices and increased marketing spend 400%. Trailing quarterly revenue growth was 5% with significant cash burn.

Approach

We worked with management to implement a 6 month plan focused on; increasing sales rep productivity, re-tooling sales processes, fine-tuning value proposition/sales materials, implementing weekly KPI’s, and improving forecast accuracy.

Outcome

We saw a 400% increase in sales team activity levels, opportunities in funnel grew from $500K to $4.8 million, 53% increase in month over month revenue acceleration and sales forecast accuracy increased from 35% to 85%.

Other Case Studies