Data Analytics
Situation
US based, founder led, underperforming procurement management data business wanted to reach profitable revenue growth and attract investment options.
Task
Establish a scalable Go-To-Market (GTM) model by diversifying the business, adding a strong channel focused sales model, implementing a creative marketing strategy, and identifying investment options.
Action
Formalized new capabilities including: Marketing, Direct Sales, Partnership/Alliances Sales, Product/Solution Management. Utilized the revitalized go to market capability to dive the new solution portfolio including Marketing Data Management and Spend Analytics solutions, to targeted industries including technology, business services, government, financial services, retail, and manufacturing/distribution.
Result
Diversified the business (expanding the target market beyond the US procurement function, adding Sales & Marketing and Risk Mitigation; Adding an ARR model; Expanding into International markets); Implemented a sccalable GTM capability; Established profitability, Grew revenue 5x pre-engagement revenue, and provided the founder an exit (to one of the strategic channel partners) of 4x trailing revenue.
