Case study
Long-term partner for growth stage software company
Helping a consumer software firm build a more effective salesforce and navigate an acquisition that doubled its revenue
Situation
A high-growth $40M educational software company struggling to hit budgeted revenue numbers initially hired our team to conduct a sales effectiveness diagnostic. The company later brought us back to help integrate two sales organizations following an M&A transaction that more than doubled the size of its business.
Candela's Role
During the initial diagnostic, Candela identified growth opportunities through product development and pricing and recommended updates to compensation plans to better align with strategic objectives. We also assessed the customer experience team and Salesforce CRM implementation, uncovering significant potential to improve sales processes and reporting. When we were engaged again following the merger, our team helped develop a new organizational structure and territories tied to market opportunity, as well as new compensation plans to incentivize cross-selling between the newly formed business units.
Impact
The first engagement outlined $4-5M in incremental revenue from new product development and bundling/pricing programs and a cost reduction of $500k-$1M from refining sales compensation plans. Our second engagement helped the client successfully integrate the two sales organizations while uncovering $170M of cross-selling potential.
$5M
Incremental Revenue
$1M
Cost Savings
$170M
Cross Sell Potential
