Case Studies

Overview

An east coast services company wanted to expand their business and needed capital to do so. The company had been in business for over 10 years and had $17M in annual revenue. The company had good credit history, healthy cash flow and was profitable.

Challenge

They were having trouble getting a bank loan to finance their expansion. A contract with one large Fortune 500 company was responsible for over 50% of their gross revenues. An analysis of their expenses showed that their interest charges nearly rivaled all other office expenses, including software. The Fortune 500 company required a Net 90 agreement: in contrast, they had a Net 30 agreement with their contractors. The difference in payment terms caused huge carrying costs.

Solution

We knew our client was doing a great job and the Fortune 500 company client thought very highly of them. We suggested our client renegotiate their contract to achieve Net 30 or Net 45 to reduce their burdensome interest cost and improve their P&L.

Results

Our client renegotiated and achieved Net 45. They got their bank loan. We increased their profits by 7%.

Overview

An east coast consulting company wasn’t generating enough leads to keep their pipeline full. Company Executives felt that employees were spending far too much time on lead generation and not seeing nearly enough benefit. They had a detailed characterization of their targets so they understood their audience.

Challenge

The company was performing mostly manual tasks to identify and research targets, develop email copy, and email them to generate sales calls. The process was laborious and time consuming, and employees were dissatisfied with the process.

Solution

We helped the employees implement marketing and scheduling automation. A tool was obtained to specifically and accurately identify targets using Intent data. Another tool was obtained that included email tracking (including emails sent, opened, and click throughs) and tailorable email templates for various types of email campaigns. Scheduling software was obtained that allowed targets to schedule calls at their convenience.

Results

The company generated 72% more leads of higher quality and 27% more sales calls for the same amount of time previously spent on marketing tasks.

Overview

A midmarket enterprise mobility software publisher wanted to expand the company’s wireless carrier customer base. A single large customer provided over 50% of its total annual sales revenue.

Challenge

The Board of Directors and Executive team wanted to reduce their dependence on the large customer and increase and diversify the company’s wireless carrier customer base, as well as expand the depth of its enterprise mobility and connectivity applications portfolio. The company wanted to leverage its operating model and technology assets to expand its customer base and markets, leverage relationships with key suppliers, and increase penetration in high-growth markets.

Solution

The Board of Directors and Executive team decided to acquire a company to help them increase the company’s wireless carrier customer base. We assembled a team to help them identify suitable acquisition targets to approach. Working with the team, we identified a suitable midmarket acquisition target that would help them achieve their objectives. The team found that a successful acquisition hinged on the company’s ability to retain all of the target company’s wireless carrier customer base and retain key technical staff.

Results

The target was successfully acquired and integrated. Within 2 years of closing the deal, the company tripled its annual revenue and became a key supplier of enterprise mobility and security software applications to wireless carriers in North America and western Europe.

Overview

A small software developer of cloud-based construction solutions for automating construction project management workflows came to us for advice on how to handle an offer letter they received. They wanted advice on their options for negotiating terms with the prospective buyer.

Challenge

The Founders wanted to continue growing the company’s customer base and ensure the cloud-based platform they recently launched was successful.

Solution

We identified key terms that were critical for the Founders to continue to manage the expansion of the platform’s customer base and markets.

Results

The Founders successfully negotiated an agreement with the buyer to fund the company’s growth by allowing the Founders to manage the business as a separate business unit. This allowed them to retain key employees responsible for improvement of the cloud-based platform to deliver a superior customer experience.

Overview

An east coast services company wanted to expand their business and needed capital to do so. The company had been in business for over 10 years and had $17M in annual revenue. The company had good credit history, healthy cash flow and was profitable.

Challenge

They were having trouble getting a bank loan to finance their expansion. A contract with one large Fortune 500 company was responsible for over 50% of their gross revenues. An analysis of their expenses showed that their interest charges nearly rivaled all other office expenses, including software. The Fortune 500 company required a Net 90 agreement: in contrast, they had a Net 30 agreement with their contractors. The difference in payment terms caused huge carrying costs.

Solution

We knew our client was doing a great job and the Fortune 500 company client thought very highly of them. We suggested our client renegotiate their contract to achieve Net 30 or Net 45 to reduce their burdensome interest cost and improve their P&L.

Results

Our client renegotiated and achieved Net 45. They got their bank loan. We increased their profits by 7%.

Overview

An east coast consulting company wasn’t generating enough leads to keep their pipeline full. Company Executives felt that employees were spending far too much time on lead generation and not seeing nearly enough benefit. They had a detailed characterization of their targets so they understood their audience.

Challenge

The company was performing mostly manual tasks to identify and research targets, develop email copy, and email them to generate sales calls. The process was laborious and time consuming, and employees were dissatisfied with the process.

Solution

We helped the employees implement marketing and scheduling automation. A tool was obtained to specifically and accurately identify targets using Intent data. Another tool was obtained that included email tracking (including emails sent, opened, and click throughs) and tailorable email templates for various types of email campaigns. Scheduling software was obtained that allowed targets to schedule calls at their convenience.

Results

The company generated 72% more leads of higher quality and 27% more sales calls for the same amount of time previously spent on marketing tasks.

Overview

A midmarket enterprise mobility software publisher wanted to expand the company’s wireless carrier customer base. A single large customer provided over 50% of its total annual sales revenue.

Challenge

The Board of Directors and Executive team wanted to reduce their dependence on the large customer and increase and diversify the company’s wireless carrier customer base, as well as expand the depth of its enterprise mobility and connectivity applications portfolio. The company wanted to leverage its operating model and technology assets to expand its customer base and markets, leverage relationships with key suppliers, and increase penetration in high-growth markets.

Solution

The Board of Directors and Executive team decided to acquire a company to help them increase the company’s wireless carrier customer base. We assembled a team to help them identify suitable acquisition targets to approach. Working with the team, we identified a suitable midmarket acquisition target that would help them achieve their objectives. The team found that a successful acquisition hinged on the company’s ability to retain all of the target company’s wireless carrier customer base and retain key technical staff.

Results

The target was successfully acquired and integrated. Within 2 years of closing the deal, the company tripled its annual revenue and became a key supplier of enterprise mobility and security software applications to wireless carriers in North America and western Europe.

Overview

A small software developer of cloud-based construction solutions for automating construction project management workflows came to us for advice on how to handle an offer letter they received. They wanted advice on their options for negotiating terms with the prospective buyer.

Challenge

The Founders wanted to continue growing the company’s customer base and ensure the cloud-based platform they recently launched was successful.

Solution

We identified key terms that were critical for the Founders to continue to manage the expansion of the platform’s customer base and markets.

Results

The Founders successfully negotiated an agreement with the buyer to fund the company’s growth by allowing the Founders to manage the business as a separate business unit. This allowed them to retain key employees responsible for improvement of the cloud-based platform to deliver a superior customer experience.