TMT Sub-sector Disruption

"Amazing quote goes here...." -Managing Director, Luca Ridolfi

Multiple characteristics are feeding disruptive thinking during COVID-19 for a $3B company with software, services, and marketplace revenue lines.

• A substantial pause in client activity, led to a corresponding pause in sales rep activity
• Existence of outliers in multi-year client gross margin and contribution margin by rep
• A high-touch sales model, with handoffs across outside sales, inside sales and customer success/account management teams

Re-start: A phased approach to a disruptive-restart in the Sales organization

Phase 1: activate 50% of the original cost base to deliver 75% of original revenue

Phase 2: Activate 60-70% of original cost base to deliver 110% of original value

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