SaaS Portco Experiences Revenue Surge

Cortado Group Success Story

SaaS Portco Experiences Revenue Surge *leading to 1.9x increase in exit value*

From flat sales to multiple offers less than market rates, this portfolio SaaS company faced a high risk of missing its PE-assigned exit targets. After working with Cortado Group, its revenue surged — and it exceeded every value creation goal. Here’s how.

Company’s Overarching Goal

Exit in 12 to 18 months with multiples at or above market value.

Company’s *Growth* *Challenge*

The company was tasked with an aggressive goal by its private equity owner. However, it lacked the critical processes, systems, and people it needed to hit its targets. Among the many challenges it faced were:

• Misaligned sales and marketing teams
• SDR team performing at 1/5th benchmark (only 16% win rates)
• SDR team producing poor quality appointments
• Lack of sales and marketing talent required to achieve goals
• No KPIs holding sales and marketing accountable
• No system support for hiring, onboarding, and training new talent

*Cortado* *Group* Team Deployed

• Interim CRO
• Interim SDR lead
• Marketing advisor

Project Time Frame

12 Months

Strategies Deployed

• SDR overhaul
• Account executive overhaul
• Marketing overhaul
• Lead management revamp
• RevOps deployment

• added playbook, defined territories, performance standards, better compensation, and accountability structure
• rebalanced territories and comp/quota structure
• Marketing overhaul
• reconfigured lead generation and nurturing processes
• installed systems and trained new leadership

Engagement Milestone

Ready for on-time exit with several above-market offers.