Customer Success Stories

Problem:  SME experiencing slow growth - shrinking markets - declining customer retention, falling margins and facing rising costs of doing business.

Outcome: New Market Entry, New Business sales, UAE Sales Office - UAE ifast growing market. New customer opportunities, new distribution options for scaling and strategic partnerships. Lower business costs. Zero Tax,  

Problem:  Slow unresponsive organisation behind the sales function  - lack of strategic sales alignment with Sales Operating Model to support opportunity demand creation, poor implementation, slow billing and invoicing. Slow Cash Conversion Cycle, falling margins, increasing up cost of sales, higher cost of capital.

Outcome: Focused sales strategy - efficient Sales Operating Model, increased sales velocity, improved opportunity flows . Up and cross sell 20% most profitable customers, products, services - create best opportunities. Lower SG&A, higher Win Ratio - 50% EBIT improvement.

Problem: Poor deal execution, low win ratio. High Sales, general Admin costs as a percent of revenues - wasteful sales processes, poor qualification, low sales velocity. Stagnant top line growth, declining order book value, negative contribution to share price to Market Cap.

Outcome: Lowered SG&A to 4%, fewer bids, higher win ratio 95% - 50x return on sales, added €400MM annualised revenues and €4.4Bn order backlog.

Problem: Poor sales velocity - Order 2 Cash cycle,= 180 day debtors - time recording and billing bottlenecks - customer complaints, slow cash conversion.

Outcome: Reduced debtors days to 45 days, faster time recording , faster billing execution releasing $440m fee cash flows and lower SG&A by 70%

Problem: Poor integration of acquisition business, dysfunctional sales teams, poorly defined product strategies - negative EBIT (loss) forecast, falling  customer margins, slow sales velocity and poor deal conversions.

Outcome: Simplified sales operations, improve sales velocity and deal execution - EBIT profit increased 18%. Lower SG&A,  jettisoned unprofitable business, customers and functions - returning the business to profit in 7 months.

Problem: scaling a new business quickly before end of funding runway

Outcome: Built self serve B2B platform for wealth savings that 10x the customer experience and reduced cost to acquire and serve a customer by 90% - scaling to 58,000 customers inside 12 months.