Case study
A Fire & Life Safety Services Company
Categories
Revenue IntelligenceProduct & PricingRevenue OperationsSalesMarketing
Solutions provided
Marketing Strategy
Sales Org Design
CRM/Sales Tech Assessment
Comp & Quota
Sales Process
Account Segmentation
Talent Strategy
Territory Design
The key insight
The client saw an organic growth rate of 22%.
Cortado Group was asked to be involved in pre-acquisition planning and remained heavily involved through the transition to a consolidated sales leader.
The challenge
The client was growing at a reasonable rate but wanted to be poised for explosive growth in Year 3 and beyond.
Marketing was not optimized and only consisted of event attendance and distribution of leads.
There was significant role corruption in the sales department.
The Cortado Group solution
ICP and persona-based approach
Justified and added 1FTE, lead generation campaigns and implemented a ICP and persona-based outreach approach.
AE/CSM/BDR/CSM model
Used AE/CSM/BDR/CSM model to maximize penetration in the Northwest market.
Effective New Hires
Used top-grading to hire A players; added 6 FTEs and consolidated to 1 sales leader.
Compensation, Quota and Territories
Created new job descriptions, and formalized comp, quotas, and territories.
Opportunity management process
Introduced a 5-step opportunity management process and coaching cadence.
Sales Training
Cross-sell and upsell training
Segmentation
Segmentation and cluster analysis to determine propensity to buy for ICP.
Results
Revenue increased: from $3.38M to $5.37M between Q1 of Year 1 and Q2 of Year 3.
The client had an organic growth rate: of 22%.
The sales pipeline increased to $18M,: with a sales process adherence over 80%.
The sales deal size grew 21% in: Q1 of Year 3.
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