CLIENT CORNER: Lead Genius
Be Ready™ Through a Downturn: How AVL Helped LeadGenius Navigate a Pivotal Business Moment and Rebuild Stronger
At AVL, being ready isn’t just about clean financials — it’s about building the capability to make fast, informed decisions when the stakes are high. That readiness made all the difference when LeadGenius, a global B2B sales intelligence platform, faced the kind of moment that defines a company’s future.
Setting the Scene: When the Bottom Drops Out
Two years ago, LeadGenius was riding high — a potential M&A deal on the table and strong enterprise partnerships in place. But when the investment fell through because their largest client — representing a significant share of annual revenue — churned at the 11th hour preceding the closing, the company was thrown into crisis.
“It was an ‘oh shit’ moment,” recalled Tiffanny Ziolkowski, AVL CFO leadership at LeadGenius.
For CEO Mark Godley, the emotional and strategic weight of that moment was immense.
“We had spent a year putting investors together, ready for new owners and launching a new strategic plan — then we got blindsided by a non-renewal. It was emotionally grueling. Honestly, LeadGenius would have been out of business without AVL. They became essential, day in and day out, in what felt like a war room mentality.”
A Partnership Built Over 8 Years
That ability to respond didn’t happen overnight. LeadGenius has been an AVL client for nearly a decade. Over those 8 years, the company has partnered with three different AVL CFOs — each transition handled seamlessly by AVL’s bench of seasoned finance leaders.
“Every time a CFO changed, AVL brought in another familiar, highly capable professional,” said Mark. “The continuity has been outstanding. It’s not about one individual — it’s about the collective leadership AVL provides.”
That stability meant LeadGenius never had to retrain or restart its finance function. Clean financials, strong forecasting, and trusted reporting remained constant — even as individual leaders rotated.
The AVL Advantage: Embedded, Actionable, Prepared
So when the downturn hit unexpectedly, LeadGenius wasn’t starting from scratch. AVL was already embedded as the full-stack finance team — providing CFO strategy, controller services, accounting, and real-time scenario planning.
“Because we had that foundation, we could scenario plan short-term, mid-term, and long-term,” said Tiffanny. “AVL didn’t just analyze data — we shaped the path forward with insights that gave Mark the ability to make informed decisions quickly.”
Mark added:
“One of the most critical things we did together was assume revenue 20% below even a worst-case scenario — and model in cash collection delays. Not because we were pessimistic, but to give ourselves breathing room. That discipline gave us the ability to survive and recover.”
Leaning In, Not Pulling Back
In moments of crisis, many companies cut back. LeadGenius did the opposite.
“AVL is my entire finance function,” Mark explained. “Spending with them gets me more expertise than I could ever afford in-house. They’re part of my C-suite. The trust they build with our Board through clean, credible financials gives me leverage to make decisions the Board can back. That’s invaluable.”
The results speak for themselves:
A new product line launched to drive market re-entry
Big-ticket clients re-engaged, including Microsoft, Amazon and SAP
ARR on track to return to pre-crisis levels
Debt pay-down in motion, strengthening valuation potential
A stronger position for fundraising, growth, and M&A readiness
The Outcome: Built to Be Ready™
This is the essence of Be Ready™: when the unexpected happens, AVL’s clients don’t start from scratch. They’re already equipped to pivot, stabilize, and grow.
“AVL gave us the confidence to spend where it mattered — even when shrinking headcount — because our financial runway was solid,” said Mark. “They’ve always had a seat at the table, and that gives me the reassurance not to second-guess before making tough calls.”
For Tiffanny, the partnership highlights AVL’s unique value:
“When companies face hard moments, they often pull back on support. But Mark leaned in — and AVL showed up with the full bench.”
Why It Worked: Mindfulness + Muscle
AVL didn’t bulldoze the business or reset every system. Instead, they met LeadGenius where it was, respected its culture, and helped leadership clarify and pursue its next chapter with intention.
“Flexible, scalable, adaptable — that’s what every business needs in moments of uncertainty,” said Mark. “AVL’s model delivers exactly that.”
Or, as he summed it up in one line:
“AVL is the strategic finance function that allows LeadGenius to make critical, accurate business decisions.”