A Financial Services Software Company

Case Study

A Financial Services Software Company saw a *46% growth* in total pipeline

In Q2 of Year 1, Cortado Group was asked to place an Interim Chief Revenue Officer (CRO) to replace an outgoing head of sales. Overall sales framework was not providing the necessary pipeline and revenue growth.

Company’s *Challenge*

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• The client was going through a critical transformation; from an on-prem/perpetual software licensing model to Software-as-a-Service with limited preparation in their go-to-market model.
• The CRO departed in the second quarter of Year 1, and their current talent strategy was not providing top sales and leadership talent.

Cortado Group *Results*

• Revenue increased by 3% from year one to year two.
• Total pipeline increased by 46%, and weighted pipeline increased by 114%.
• The sales team experienced a 160% increase in validated opportunities.
• SQLs created by the SDR team was projected to result in $3.2M TCV.
• The SDR team had over 52,000 focused lead generation activities in year two.

Cortado Group *Solution*

• Sales and Marketing GTM
• TAM/SAM market
• Ideal Customer Profile model
• Buyer Process Maps
• SFDC and SalesLoft
• New Talent Strategy
• Compensation and Quota

• Sales and Marketing GTM Benchmark Assessments to create the roadmap of initiatives.
• TAM/SAM market analysis to enable sales org design and territory design.
• Ideal Customer Profile model and grading to enable sales org design to the Pod model.
• Buyer Process Maps to enable opportunity management process design.
• Reconfiguration of SFDC and SalesLoft to make visible the sales process and true pipeline.
• Deployed new talent strategy in order to recruit, interview and hire top talent.
• Worked with finance to create a compensation and quota model based on best practices

Solutions Provided

• Sales and Marketing Assessment
• TAM/SAM Market Analysis
• Ideal Customer Profile
• Sales Org Design
• Interim CRO
• CRM/Sales Tech Assessment
• Talent Strategy
• Territory Design
• Comp & Quota
• Pricing Strategy

Key Insight

The client saw a 46% increase in sales pipeline between the year before the Cortado engagement & Year 1.