Sales Model Optimization & 5-year Roadmap to Support Rapid Growth
Situation
Private Equity client recently acquired early-stage MedTech company. Value creation plan calls for the company to generate $50M incremental bookings by 2020, requiring ~40% CAGR.
Resolution
Performed market segmentation 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 coverage model to optimize CAC & LTV across all segments, along with 5-year proforma & headcount plan to meet stated objectives. Created buyer personas, buyer process maps, and balanced territories to support rapid, scalable growth.
Results:
Targeting high-value & high-probability prospects resulted in multiple quick wins. Understanding expected customer lifetime value allows client to know where to use lower cost sales channels.
