Case study
Improving profitability and scalability through sales effectiveness
Segmentation, pricing, and key account focus achieves 130% revenue growth and 10x EBITDA in three years for corporate teambuilding company
Situation
A corporate teambuilding company offering online and in-person events was growing revenue at 20%+ annually, but the founder was concerned by high volatility and low bottom-line profitability. The company engaged Candela to identify commercial opportunities to improve profitability, professionalize the sales organization, and build a more diverse & sustainable revenue base.
Candela's Role
We evaluated the company's revenue engine performance through an end-to-end diagnostic of the marketing and sales functions. This identified significant opportunities to improve profitability and scalability through changes to the sales organization and processes. Our team developed a pricing strategy and tools to help sales reps maximize profit on each sale, and we helped implement a segmentation model that aligned the sales team to focus on high-value accounts.
Impact
The teambuilding company more than doubled its revenue in three years by focusing on large-scale programs with key accounts. EBITDA grew more than 10x over the same period as increased visibility and incentive alignment drove the sales team to price projects more profitably.
130%
Revenue Growth
10x
EBITDA
700bps
GM Improvements
