Market Sizing, Segmentation, and Propensity to Buy to Support High Double-Digit Growth Rates
$350M Private Equity owned SaaS company focused on business services. Value creation plan calls for the company to generate $150M incremental revenue in 3 years by geographical expansion in the US and global markets.
Performed market sizing, segmentation, and scoring to determine high growth areas in the marketplace. Identified ideal customer profile, to narrow down prospect universe to those with highest propensity-to-buy. Developed a market coverage model to optimize headcount and Lifetime Value (LTV) across all segments, along with 5-year proforma & headcount plan to meet stated objectives.
Over the 3-year period the company successfully hired 65 incremental headcount and put them into identifiable, high growth, new territories.