Firm had grown to have premium niche position within industry, but growth required expansion beyond original core business to new adjacent markets.
Sales were primarily inbound and dependent on senior member relationships. Required more proactive sales and structure that could drive significant growth.
OUR APPROACH
Designed and supported new segmentation-based sales team that was first type in industry.
Supported development of web-based tool to evaluate total addressable market in an environment where most prospects are private and limited public purchasing data is available.
Developed incentive-based compensation programs aligned to sales growth.
Oversaw migration from Deltek to Salesforce.com and integration with other 3rd party tools for analytics and marketing.
Development of pipeline analytics and predictive tools to track success vs. goal and focus resource allocation.
Supported marketing team with the introduction of lead scoring systems, account-based marketing, and integration into the sales organization.
Development of systems to measure marketing performance and contribution to sales goals.
THE RESULT
3x increase in new sales over 4-year time period.
Increase in recurring revenue which was a primary factor in valuation.
