Investors were skeptical—and the company was struggling to raise money.
Client:
Marketing Automation Software with B2B and B2C Revenue Streams
Issues:
-Articulating 99% margin performance
-B2B and B2C combined in the financial model
-No clarity on performance
-Lacked expense detail
-Leaders couldn’t answer what was working or profitable
How we helped:
-Rebuilt the financial model separating the business segments to provide a clear picture of performance.
-Aligned sales comp to contract (single year versus multi-year, discounting)
-Incorporated correct levers into each business segment model Developed COGs for each business Updated reporting to provide complete financial transparency
Results:
The company:
-Raised capital.
-Transformed to a transparent and accurate financial model.
-Optimized contracts and commission structures, achieving true margin performance and unlocking full growth potential.
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