Sample Engagement 1: Series D Consumer Software Company
When the CEO of one of Canada’s most successful consumer software companies needed help realigning the company’s customer-facing operations, he turned to our professionals for guidance. Our activities resulted in the successful renewal of the company’s sales and marketing capabilities, enabling them to win and serve the world’s largest consumer telecommunications and cable companies, and deliver services to more 15 million consumers. Revenues continue to grow aggressively, and the company is on the road to an Initial Public Offering.
Challenge
Direct-to-consumer sales hadn’t grown as expected in the face of fierce competition in the retail channels. The client needed to identify a unique channel to its customer, which meant transforming its business from a direct-to-consumer provider of application software to a white-label application service provider.
Solution
We helped the organization build an overall company performance framework and assisted the CEO in establishing performance priorities, goals, and objectives. To complete this work, we assumed interim executive roles at the company (VP Sales, VP Client Services, and VP Professional Services), helping the client to rebuild its functional groups without interrupting operations.
Result
We helped the company achieve more than 100% revenue growth per annum, secure more than $40 million in contract value in 12 months, deliver six major roll-outs simultaneously in North America and Europe, and implement a client remediation process with three existing clients.