Situation: The brand was stale and revenue was declining. Additionally, while the firm targeted the United States for growth, they had limited brand recognition in the country. Fortunately, the firm had a small, but dedicated team and exciting development capabilities.
Solution: A new brand was created, which was supported by a marketing plan. The existing management team was augmented by adding experienced management in marketing, sales, operations, and IT. Call centers and network infrastructure were upgraded. The company's first marketing initiatives, which included digital, social, public relations, and events, were implemented.
Results: In under two years, brand recognition within the firms' targeted industry increased incredibly. Over one hundred new customers were launched, including Fortune 500 brands. An acquisition was completed and revenue increased dramatically.
Situation: The company was sub-scale, its brand awareness was low, sales were infrequent and mainly from smaller accounts. Larger prospective customers didn't see the firm as able to deliver on their required specifications. This firm did have a solid operations team and the small IT group had recently developed unique capabilities.
Solution: To gain instant credibility, the firm acquired a larger competitor that was bleeding cash. The acquired firm had a reputation for larger deployments, a marquee customer, and solid technology. The combined entity was rebranded and sales efforts were focused towards one large account that was in play. Integration of the two firms resulted in a cost-effective platform from the acquirer, the customer base and reputation of the acquired company, and a new position in the industry. The first large sale was closed and the firm was securely planted in the deal-flow.
Results: Within two years, revenue grew from $12M to $75M, while generating healthy EBITDA margins. The firm was sold to a larger competitor which delivered high returns for investors.