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Public Software Company Boosts ARR 80%
The Situation: A large public software company was underperforming in annual recurring revenue (ARR) from new SaaS subscriptions, putting their growth targets at risk. Despite a strong product, their go-to-market (GTM) strategy and internal alignment were falling short.
The Mission: Implement a strategy that would quickly streamline the customer journey for new SaaS customers. In the process, diagnose and overhaul the revenue engine, assess and fix the company’s sales alignment issues and new business development tactics, and evaluate and reinvigorate the channel strategy.
The Plan: The approach had to be surgical. After assessing the existing processes and identifying bottlenecks, we would implement adjustments to organizational alignment, update a slew of sales and business development tactics and metrics, and install a new channel strategy.
The Outcome: In just two years, the revamped strategy led to an 80% surge in new recurring revenue, transforming the company’s growth trajectory, and establishing a resilient framework for future success in the SaaS market.
Technology Firm maintains culture amid rapid Growth
The Situation: A high-performing public technology firm was experiencing record growth, but the rapid pace was creating friction within the organization. Communication between departments was breaking down, and there was a real risk of losing the unique company culture that was the foundation of their success.
The Objective: The CEO knew to stabilize the culture while strengthening cross-departmental communication. So, the objective was clear: equip the leadership team with the skills needed to navigate high growth without sacrificing internal cohesion.
The Plan: Over several months, Lead Advisor, Mike Brunnick would embed himself inside the company’s executive team and lead both individual and group coaching sessions focused on advanced leadership and communication tactics. With these engagements, the team would co-develop a series of targeted strategies designed to protect and enhance the company’s culture as they scaled.
The Outcome: With a renewed alignment around core values, and a fortified communication strategy, the company was able to maintain a cohesive culture amidst its explosive growth. The executive team now operates with greater cohesion, ensuring that their unique culture remains intact even under intense pressure for growth.
what customers are saying
"Mike is one of those rare executives who achieves great results and is an inspiring mentor for the whole organization. With his military background and many years’ experience in sales and customer delivery, he applies his wealth of experience and knowledge with precision and polish in every interaction."
— Managing Director at a large public tech company
"Mike made a true impact on our Professional Services organization and helped us transform the way we work and, most importantly, the way we think."
— Global Vice President of Operations
"I highly recommend Mike for his exceptional problem-solving skills, especially when addressing obstacles that hinder growth. He has a talent for creating effective systems and teams that inspire change and gets everyone on the same page while ensuring everyone stays on track. Additionally, Mike has a unique ability to make people feel seen and appreciated, which creates a positive work environment. He is also adept at teaching, training, and facilitating, making complex topics easily understood."
— Commercial Operations Manager
a few of the Brands we've impacted
- Vignette (leading to strategic acquisition)
- Autonomy (leading to strategic acquisition)
- SocialWare (leading to strategic acquisition)
- QAD (leading to PE acquisition)
- Bladelogic (IPO, then strategic acquisition)
- Everbridge (IPO)
- FASTR (PE FOUNDER TRANSITION)
- Process Maker (PE FOUNDER TRANSITION)
- Tomia (PE roll-up)
- Vantaca
- Qstream
- DELL
- EMC
- PTC
- PEGASYSTEMS
- ACOUSTIC (strategic carve-out)
- BMC SOFTWARE
an inspiring mentor
"Mike is one of those rare executives who achieves great results and is an inspiring mentor for the whole organization. With his military background, and many years of experience in sales and customer delivery, he applies his wealth of knowledge with precision and polish on every interaction."
Book a Discovery Call with Mike
With this kind of experience, you can trust Executive Coach Mike Brunnick and VALR Advisors to uncover the best path forward for your organization, and to empower your teams to take command, and lead you into the future. Contact us today and set an appointment for a Free Initial Discovery and Consultation.
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