Case study

Real Estate LMS Company

The challenge

Sales performance was low, and a largely inexperienced sales team was expected to drive revenue growth. They did not have a Sales Ops or Marketing Ops resource capable of supporting the sales and marketing teams with actionable data, nor implementing strategic initiatives to drive towards actionable outcomes.

Acquisitions were also not fully integrated, and new offerings were not being cross-sold across the existing customer base.

The company faced challenges driven by market drag that would result in unpredictable revenue attrition, in addition to customer churn.

Results

Improved revenue attrition: by 4% from prior year.

Converted legacy pricing model to an ARR model,: with 87% of revenue being recurring across all product lines. Integrated and converted acquired product lines into a full suite solution.

Compensation planning was adjusted to incentivize multi-year deals, reducing future churn risk. At-Risk revenue was minimized: by 17% from Year 1 to Year 2.

Up-Sells to existing customers increased: by 3% overall, by 11% to top 50 accounts (>$95K per annum)

New Customer sales increased: by 4% YoY.