Contact
Contact
Decoration
Case Study

Retirement and Benefits Provider beat PE expectations with a 3x MOIC and 9x EBITDA multiple

A national retirement and benefits platform serving public-sector and corporate employers, had rapidly acquired firms and invested heavily in sales and enablement ahead of a planned PE exit, but its marketing and RevOps engine lagged the scale and sophistication of the rest of the business.

  • Revenue Operations
  • Sales
  • Marketing

Company’s Challenge
The challenge was to turn a fragmented, under-instrumented marketing footprint into a unified, accountable growth engine ahead of exit.

  • Fragmented brand & buyers: 20+ brands, inconsistent logos, and no clear ICP or personas across K-12, government, and brokerage.
  • Unmeasured demand gen: “Spray and pray” campaigns with weak CTAs, little tracking, and no consistent lead-to-revenue lifecycle.
  • Limited accountability: Few shared KPIs or reports, even as PE owners expected marketing to drive ~⅓ of new business.

Cortado Group Results

  • Beat PE expectations: Supported a 3x MOIC vs ~2x target and a 9x EBITDA multiple vs 8x goal at exit.
  • Focused growth roadmap: Gave leadership a prioritized, buyer-led view into 33k+ ICP-aligned accounts across K-12, government, and brokerage.
  • Marketing as a self-funding engine: Modeled 10–15x gross marketing ROI and 4.0–5.7x net ROI on a single $100k campaign.
  • Scalable GTM & brand platform: Left the retirement and benefits provider with a repeatable GTM operating model and unified brand framework to support the rebrand and future acquisitions.

Cortado Group Solution Strategies

Defined ICP and Personas

Clarified ideal K-12, government, and brokerage buyers and how they purchase.

Prioritized 33k+ Accounts

Scored and tiered 10,154 K-12, 22,343 government, and 1,501 brokerage prospects to focus on highest-value targets.

Built a RevOps Backbone

Standardized lifecycle (MCL→Customer), lead scoring, SLAs, and KPIs to tie marketing to pipeline and revenue.

Created a Campaign & ROI Model

Designed a $100k demand-gen playbook with clear volume, conversion, and value-creation assumptions.

Designed the GTM Foundation

Defined the future-state marketing org, operating cadence, martech/tracking standards, and brand architecture, including selecting the branding partner.

Solutions Provided

  • Interim CMO
  • Buyer Intelligence & Account Seg
  • RevOps design & KPI framework
  • Marketing assessment & roadmap
  • Demand gen & campaign strategy
  • Marketing org design & hiring plan
  • Brand strategy & RevOps leadership

Key Insight

Rebuilding a data-driven GTM and RevOps engine helped management outperform PE expectations, delivering 3x MOIC vs ~2x target and a 9x EBITDA exit multiple vs 8x goal.

Read more success stories

SaaS Portco Experiences Revenue Surge leading to 1.9x increase in exit value

Read the success story

A Vertically Integrated Real Estate Firm

Read the success story

A SaaS Software company

Read the success story

Real Estate LMS Company

Read the success story

A SaaS Software company is now entertaining offers at a 6:1 multiple, $27M higher than the year prior

Read the success story

A Financial Services Software Company saw a 46% growth in total pipeline

Read the success story

A Commercial Fire Protection & Life Safety Company

Read the success story

A Healthcare Technology Leader experienced a 78% increase across all business

Read the success story

A Fire & Life Safety Services Company

Read the success story

A Cybersecurity Company saw a 22% uplift in average selling price.

Read the success story

Healthcare Company’s Revenue Growth Increased by 44.5% in One Year

Read the success story

A Healthcare Company — 22% More Admissions for Half the Cost in Half the Time.

Read the success story