Overly ambitious targets set by PE owners
The private equity firm that acquired this healthcare software provider set goals for the company to grow from $566M to $600M with a 40% EBITDA margin in less than two years—a big step up from their flat historic growth rate.
SBI organized a working session between the company and the PE firm to figure out a plan to optimize sales productivity investments. Its success led to a profitable exit for the PE firm.
Healthcare
Leading provider of healthcare software
-
$600M
Revenue
-
2K+
Employees
The opportunities
- Needed to align the company and its PE owners on the go-forward plan
- Needed to optimize sales productivity investments by reallocating existing spend from low return areas
Results
$600M
Organic revenue reached, 8 months ahead of scheduleRelated capabilities / services involved
- Pricing
- Coverage and sales org design
- Sales comp and quotas
- Marketing strategy