What we walked into.
The business had grown through delivery excellence and word-of-mouth — but no new client had been won in nearly a decade. The founder was running the entire sales motion personally and was the constraint on growth. Marketing was sporadic, the pipeline was anecdotal, and there was no clear way to forecast.
- Re-engineered the sales process around the Revenue Operations, Illuminated™ framework
- Defined ideal customer profiles and shifted positioning to value-based selling
- Built dashboards and a weekly pipeline cadence so the team could see what was working
- Coached leadership through the transition from founder-led sales to a system the team could run
How we worked it.
topline revenue lift over 3 years
Topline revenue more than tripled over three years. The founder moved from running deals to running the business. New industry partnerships emerged organically once the company had a clear story and a pipeline to back it up.
We first engaged Krista as Fractional VP of Sales & Marketing in 2016. In 2019, she joined our team as full-time CRO and produced fantastic results, helping more than triple our top line revenue. She will be an asset to any SMB who chooses to work with her.
Could be your business next.
Every case study started with a discovery call. Yours can too.