A Fire & Life Safety Services Company

Case Study

A Fire & Life Safety Services Company

Cortado Group was asked to be involved in pre-acquisition planning and remained heavily involved through the transition to a consolidated sales leader.

• Revenue and Market Intelligence

• Pricing

• Revenue Operations

• Sales

• Marketing

Company’s *Challenge*

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• The client was growing at a reasonable rate but wanted to be poised for explosive growth in Year 3 and beyond.
• Marketing was not optimized and only consisted of event attendance and distribution of leads.
• There was significant role corruption in the sales department.

Cortado Group *Results*

• Revenue increased from $3.38M to $5.37M between Q1 of Year 1 and Q2 of Year 3.
• The client had an organic growth rate of 22%.
• The sales pipeline increased to $18M, with a sales process adherence over 80%.
• The sales deal size grew 21% in Q1 of Year 3.

Cortado Group *Solution*

• ICP and persona-based approach
• AE/CSM/BDR/CSM model
• Effective New Hires
• Compensation, Quota and Territories
• Opportunity management process
• Sales Training
• Segmentation

• Justified and added 1FTE, lead generation campaigns and implemented a ICP and persona-based outreach approach.
• Used AE/CSM/BDR/CSM model to maximize penetration in the Northwest market.
• Used top-grading to hire A players; added 6 FTEs and consolidated to 1 sales leader.
• Created new job descriptions, and formalized comp, quotas, and territories.
• Introduced a 5-step opportunity management process and coaching cadence.
• Cross-sell and upsell training
• Segmentation and cluster analysis to determine propensity to buy for ICP.

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• Solutions Provided

• Marketing Strategy

• Sales Org Design

• CRM/Sales Tech Assessment

• Comp & Quota

• Sales Process

• Account Segmentation

• Talent Strategy

• Territory Design

Key *Insight*

The client saw an organic growth rate of 22%.