Insights
- A SaaS company was experiencing a several-year growth stall
- Annual recurring revenues were declining and the number of active customers was shrinking
- The Board was struggling to find answers and the search for a capital infusion was unsuccessful to date
Action
- A Newport partner rebuilt and turbo-charged the revenue generation engine by:
- Optimizing marketing channel mix and spend
- Overhauling and expanding the sales team and sales operations
- Focusing the customer success team on proactive, data-based support programs
Results
- Revenue began an upward trajectory within 90 days, jumpstarted by the Newport partner’s overhaul of the sales team
- Within 24 months, the company experienced:
- 40% annual recurring revenue growth
- An increase from 70% to 85% in customer and revenue retention
- 50% improvement in growth efficiency