Security Technology

The Situation

The privately owned Technology company had experienced flat or declining revenue for four years. The Product development team was unfocused and lacked both strategic direction and the ability to cross the finish line. Leadership consistently over-estimated future revenues and the cost-structure had ballooned beyond what actual revenues could profitability sustain.

Role(s)

Interim Sr. Leadership

  • Interim COO

Consultant

  • Advisor

The Work

Gaining full visibility to the sales pipeline required an immediate redesign of the Company’s Salesforce.com tool and development of new dashboards to incent increased “top of the funnel” activity and introduce healthy competition among sales directors. A heavily facilitated sales team meeting was conducted to set expectations, complete sales plans, and gain feedback which guided Product Development dollars to initiatives with the fastest path to revenue. Key barriers to onboarding new customers were identified and online tools designed, built and rolled-out to remove a prior on-boarding barrier. Additionally, as interim COO, we led the role clarification and hiring selection of the new, permanent, President to carry the momentum forward.

The Results

  • Recast and met Net Income budget
  • Grew 365 day pipeline by 56% in 6 weeks
  • Grew 365 day pipeline by 110% in 6 months
  • Cut Product Development spend in half while dramatically increasing new product output
  • Refocused Product Development efforts for better market-demand responsiveness
  • Released client’s first self-paced, online, training program for new dealers, removing the most significant barrier to onboarding new clients/increasing market-share

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Overview

  • Software/Technology
  • Interim Management