Case study

SaaS Portco Experiences Revenue Surge

Results at a glance

1.9x

Exit Value

From flat sales to multiple offers less than market rates, this portfolio SaaS company faced a high risk of missing its PE-assigned exit targets. After working with Cortado Group, its revenue surged — and it exceeded every value creation goal. Here's how.

The challenge

The company was tasked with an aggressive goal by its private equity owner. However, it lacked the critical processes, systems, and people it needed to hit its targets. Among the many challenges it faced were:

Misaligned sales and marketing teams

SDR team performing at 1/5th benchmark (only 16% win rates)

SDR team producing poor quality appointments

Lack of sales and marketing talent required to achieve goals

No KPIs holding sales and marketing accountable

No system support for hiring, onboarding, and training new talent

The Cortado Group solution

SDR overhaul

added playbook, defined territories, performance standards, better compensation, and accountability structure

Account executive overhaul

rebalanced territories and comp/quota structure

Marketing overhaul

Lead management revamp

reconfigured lead generation and nurturing processes

RevOps deployment

installed systems and trained new leadership

Results

1.9x

Exit Value