Leading regional water industry company

Developed growth strategy and profitability enhancement program with the intent of positioning the company for sale.   

RESULTS: Revenue expanded from $14 million to $27 million in 32 months.  EBITDA increased from $1.2 million to $2.9 million, significantly increasing valuation and culminating in the sale to a private equity group seeking a platform for a national roll-up in this highly fragmented industry.

Venture capital backed technology company

Revised strategic sales and marketing plan, developed sales and marketing infrastructure and supported execution as the interim VP of sales & marketing.

RESULTS: Significantly impacted the go-to-market approach and value proposition of this company as well as increased sales by 25% and active pipeline by 75%.  As a result the board of directors and venture capital investors had enough confidence to invest an additional $5 million in a second round of financing.

Regional consulting company

Constructed and executed the entire market development plan (strategy development and full scale execution of an integrated sales, marketing and business development program) for an $18 million consulting firm. 

RESULTS: Dramatic growth to $38 million in 22 months leading to a sale to a global firm for an amount twice the standard market value.

Regional equipment distributor

In eight weeks assessed and identified $9 million in additional revenue opportunity by realigning the sales force’s responsibilities and process.  

RESULTS: This effective sales model has been adopted as the global standard for all independent distributors for this $20 billion equipment manufacturer.

Diversified media company

Analyzed the sales force and sales processes to determine optimum practices and increase sales force effectiveness.

RESULTS: By re-focusing the sales force away from non-value administrative activities and redesigning and streamlining the order approval process, the sales force has been able to increase sales productivity by $5.7 million per year.

Hotel holding company

Analyzed and redesigned call center sales operations for this large hotel franchise operator.

RESULTS:  $3 million was reduced from the sales operation budget and sales productivity has increased by 14% per agent by enabling agents to spend 20% more time per day on customer facing sales activities.