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Accomplishments

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Overall
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  • Identify quick wins, while planning and implementing systems, processes and procedures that support growth in the long term

  • Optimize cost structure and cash flow through contract negotiations, resulting in improvements on both the purchasing, as well as the sales/pricing side of the business

  • Implement and monitor KPIs

  • Determine profitability of products, services and geographical regions plus research potential expansion

  • Accomplish a faster change with an easier adoption, based on global experience and knowledge of business tenure, regulations and culture

  • Grow through global expansion by entering new markets, territories and industries thus increasing the talent pool, providing bigger exposure for prospects and investors, and improving the company's reputation

 

Success in numbers

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  • Two successful owner exits, 8x EBITDA and 2.5x ARR

  • Multiple seven figure investments

  • Cost savings varying from $450K to $2.3M

  • Bottom-line improvement of 25% or more

  • Solid and fast closing processes, five days, and reporting

  • Daily updated management info dashboards on revenue, cash flow, sales, and commission

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Business cases

 

US GAAP

Cause: New US GAAP ASC606 regulations cause long term delay in revenue recognition

Action: Changed revenue model from License based to Subscription based

Result: Able to recognize revenue in 1-3 years, depending on the contract, instead of recognition over the lifetime of a customer (this can be up to 20 years)

 

Fund Raising

Cause: Need for external capital

Action: Detailed cost calculation – before, during and after projects the company was engaged in - the project profitability improved by 50%. Non-profitable projects were exposed and turned down, increasing EBITDA

Result: Increasing from $10M to $20M, ensuring a $2M investment

 

Exit

Cause: Prepare the company for an optimal exit for the owner

Action: Due to close cost control, operating expenses did not increase, despite a 30% headcount growth over two years and a net sales increase of 48% and 31% over these two years. Realized sales growth through international market expansion and restructuring licensing model and pricing. Allowing management to act faster due to implementing and monitoring KPIs

Result: Based on growth of sales and EBITDA, increased the value of the company from $40M to $73M

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