Managing Director

Marc Odenweller

Marc brings 25+ years of hands-on experience in building and leading high-growth, venture-backed and large, publicly traded companies.

His background in running sales and multi-national channel organizations, as well as guiding Boards and leadership teams, provides a unique perspective for companies looking to leverage all available global routes to market. Marc has worked at the initial stages of start-up companies, helping to build a scalable infrastructure for growth, as well as managing large company business units where companies were constantly optimizing growth models.

Engagement Expertise

Strategic Advisory
Interim Leadership
Execution Expertise
Due Diligence

GTM Disciplines

Sales
Customer Success

Experience

Endorsement

A core part of the team, Marc helped build fundamental processes into our sales and channel sales organizations during our high growth phase. He understood how to hire and retain talent, how to structure business units, and how to build a scalable field organization that allowed the company to grow ahead of our competition. He has a very calm demeanor, is easy to work with, and helped the company align on a uniformed front. Marc is a true professional.

Jan Plutzer Vice President, Global Field Operations, TIBCO Software

Case Study

Situation

This Client was a PE-backed, SaaS provider of a marketing platform. In the beginning of 2021, they were faced with the resignation of their Chief Revenue Officer. The timing was not ideal as the client had recently acquired a large competitor, growth had stagnated, and customer churn was at an all-time high.

Rather than look for an immediate replacement, the CEO called Cortado Group to fill the role on an interim basis. Not only did they need an experienced CRO to manage their GTM execution until a permanent lead could be found; they needed someone to build the systems, processes and tools necessary to make their number in-year.

Solution Delivered

Defined new organizational structure through a reduction in force (decided keep/no keep on sales team)
Implemented all new compensation plans for the sales team
Created and rolled out a new sales process
Defined a customer journey and created a new Customer Success function
Created new KPI targets to improve accountability of the GTM team
Merged two separate CRM instances with global capabilities
Created a new, more accurate forecasting model
Transitioned new permanent CRO

Outcome

Client achieved new business revenue targets for the first time in 2 years.
Customer churned dropped significantly and they finished 30% ahead of plan
Productivity per head increased 22% in the sales organization
CEO Stated, “there is no way we would have made it through without Marc, he put us on track to make our 2023 number.”