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.
