Rebuilding the motion ahead of a sale
Outbound and account management rebuilt: new pipeline doubled inside six months, churn cut 81% year over year before the company was sold.
- New pipeline within six months
- 2×
- Reduction in churn year over year
- 81%
- Delivered ahead of the company’s sale
- Pre-exit
The situation
A healthcare SaaS business was heading toward a sale with two problems that a buyer would find immediately: not enough new pipeline, and customers leaving faster than the growth story implied. Both had to move, and they had to move before diligence.
What we did
We rebuilt the outbound motion and the account management motion as two separate pieces of work, because they were failing for different reasons. Outbound was a targeting and process problem. Retention was an ownership problem: nobody was accountable for a renewal until it was already at risk.
The result
New pipeline doubled inside six months, and churn fell 81% year over year ahead of the sale.
Retention work is the least glamorous thing on this page and usually the highest-return. In a hold period, a point of churn is frequently worth more than a point of growth, and it is far more visible to an acquirer.
- Outbound motion design and rebuild
- Account management and renewal ownership
- Churn diagnosis and intervention playbooks
- Pipeline discipline and forecasting
- Pre-exit commercial preparation
- Operating leadership · Multi-sector · Lower-middle-market portfolio
Growing portfolio revenue from $10M to $180M
- M&A · Healthcare · Media · B2C · Revenue cycle management
Buying and selling companies, and getting the deal closed
- Turnaround · Out-of-home media
A million a month in losses, taken to break-even
Want the detail behind this one?
We are happy to walk through the architecture, the decisions, and what we would do differently now.