Having established itself into the media distribution market and built a SaaS software solution, our client had reached a point where the existing management had little or no experience of how to create a sales platform to grow sales. With a UK and USA presence the investors wanted to employ a consultancy to provide a report and implement sales operations and appoint an interim Head of Global Sales.

Having delivered the analysis of the current software offering, pricing review and positioning and operational requirements to grow revenues, I was engaged to implement the plan reporting to the CEO and investors.

Working through an agreed check list we implemented a CRM system, increase of MQL and SQL into the pipeline through existing and new databases. Provided insight into potential market segments, target account focus and marketing, deal management and coaching for existing sales team members. During the engagement we provided, sales and sales management recruitment, built repeatable, sustainable and referenceable activities in marketing, value-based selling, goaling and compensation programs.

Working closely with existing management, grew revenues through increased pricing, supported by a clear demonstrable value proposition, increased pipeline growth by 100%, acquired further investment to continue the growth.