Real Estate LMS Company

Case Study

Real Estate LMS Company

A software & services company in the real estate space that was experiencing stagnant growth, and declining sales performance. Cortado Group began their engagement in July Year 1 and will be engaged through Q1 Year 2.

• Sales

• Revenue & Market Intelligence

• Revenue Operations

• Marketing

• Pricing

Company’s *Challenge*

page

• Sales performance was low, and a largely inexperienced sales team was expected to drive revenue growth. They did not have a Sales Ops or Marketing Ops resource capable of supporting the sales and marketing teams with actionable data, nor implementing strategic initiatives to drive towards actionable outcomes.
• Acquisitions were also not fully integrated, and new offerings were not being cross-sold across the existing customer base.
• The company faced challenges driven by market drag that would result in unpredictable revenue attrition, in addition to customer churn.

Cortado Group *Results*

• Improved revenue attrition by 4% from prior year.
• Converted legacy pricing model to an ARR model, with 87% of revenue being recurring across all product lines. Integrated and converted acquired product lines into a full suite solution.
• Compensation planning was adjusted to incentivize multi-year deals, reducing future churn risk. At-Risk revenue was minimized by 17% from Year 1 to Year 2.
• Up-Sells to existing customers increased by 3% overall, by 11% to top 50 accounts (>$95K per annum)
• New Customer sales increased by 4% YoY.

Solutions Provided

• Interim Head of Sales
• Data Analytics
• Due Diligence
• CRM Assessment
• Account Segmentation
• Territory Design
• Comp & Quota

Cortado Group *Solution*

• Compensation Planning & Quota Design for Account Management Team
• Churn Risk Identification by account
• Comp Planning & Quota Design for Sales Team
• Prioritized Field Marketing Targets
• Market Segmentation
• Territory Design
• Created BI Dashboards for Sales & Marketing Teams
• Revised Pricing Model to integrate new product acquisitions
• Due Diligence on acquisition targets
• Identified Cross-sell synergies across product lines

Key Insight

New Customer sales increased by 4% YoY