Are you ready... to re-start your sales organization?

"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

Are you ready... to operate with 50% fewer sellers in the field?

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Are you ready... to pivot to a 100% virtual customer engagement?

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Solution:  Immediate shift in priorities from growth to cash management

Monthly opex burn reduced by ~70%

Negotiated delays in large cash payments from Q2 to Q3/Q4