Case study
IT training services provider achieves successful sale with interim CRO
Sales force effectiveness diagnostic and implementation with interim executive results in 30% annual salary cost savings and a successful sale
Situation
A PE-owned IT training services provider faced challenges in both leadership and performance. The company had negative operating income despite organic growth and acquisitions, requiring cash infusions to stabilize the business. Our team was hired to improve operational alignment with profitable businesses, identify sustainable sources of increased revenues and profit, and improve sales and marketing effectiveness.
Candela's Role
The team conducted a diagnostic to assess the current state of the sales and marketing organization and suggested improvements in structure and effectiveness. One of our members assumed the role of interim Chief Revenue Officer to implement a sales force effectiveness program. They also executed targeted price increases, simplified volume pricing, and eliminated coupons and clubs in favor of more profitable learning credits. A comprehensive annual strategic growth plan was implemented, presenting sales budgets by center by month to Finance.
Impact
The company recognized a 30% annual salary cost savings from reducing headcount by 32% and closing and merging several sales offices. Six months following the team's exit, the owners were able to successfully sell the company.
30%
Annual Salary Savings
32%
Headcount Reduction
1
Successful Sale
