Case Study – Private Equity & Software Company
About the Client
Private Equity firm that invests in growth-stage, technology-oriented companies across North America. Investment criteria includes investments between $7 to $15 million to companies generating between $8 to $100 million in revenue. Since 2013, the firm has invested more than $650 million dollars across more than 75 different companies.
The PE firm was mystified why one of their portfolio software companies was consistently missing revenue goals. Specifically, the available data did not help the PE firm or the portfolio management team to accurately pin-point and manage the problem.
Sell And Thrive conducted a thorough assessment of the portfolio companies sales process through the lens of a potential customer.
Using Sell And Thrives unique, “inside out”, unbiased assessment we created a completely new source of data points that immediately uncovered three major flaws to the existing sales process. Using the new source of data, Sell And Thrive, the PE firm and portfolio company were able to clearly see that all major entry points prospective customers would normally use to begin the buying journey were completely blocked to most prospects. This blockage resulted in very poor customer experience, which directly correlated to a gap in pipeline valued at $40 million dollars and potential revenue valued at $1 million dollars.