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- 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.
- 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.
- 3x increase in new sales over 4-year time period.
- Increase in recurring revenue which was a primary factor in valuation.
- Growth in average deal value.
- Successful PE exit.
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