The Challenge
Our client is a technology integrator focused on selling products and services to commercial enterprises, educational institutions, and the federal market. In an effort to expand its commercial and federal markets, the company brought in a new sales executive from outside its industry with the goal of aggressively hiring additional sales producers. That effort proved unsuccessful, and the client’s revenues and profitability slid.
Our Solution
Our analysis showed that the CEO was also the best chief revenue officer available, and that the client needed organizational redesign to support that finding. We provided a fractional chief operating officer with financial experience to oversee operations, finance, and administration, enabling the CEO to drive sales performance. We are also helping to reorganize and expand the client’s health services offering to drive monthly recurring revenue. Our fractional COO implemented an expense management plan to reduce operating expenses by 20% without headcount reduction.
After seeing significant erosion in its revenue pipeline and forecast, the company has rebounded to monthly profitability with revenues now achieving target levels. With its CEO fully focused on closing business with the sales team, plans are in place to make additional sales hires. The client’s renewed growth prospects have made it a market leader in its segment once again.