SAAS & Professional Services Turnaround
Executive summary
A mid market SaaS company had grown fast, then stalled. The next fund raise was at risk. In ninety days, our rapid diagnostic and hands on advisory reset the go to market engine, lifted qualified pipeline and win rate, shortened the sales cycle, and improved margin. The board gained confidence and the company secured the planned round.
Client snapshot
B2B SaaS. About sixty people. Annual revenue near twelve million. Strong product. Growth had slowed for three straight quarters.
The challenge
Leaders saw a full pipeline, yet deals were not closing. Marketing brought in many leads, but too few were the right fit. Sales cycles kept getting longer. Margin held flat. Cash was tight and the team felt stuck. The CEO needed proof of a path forward in weeks, not months.
Our approach in ninety days
Week one to two: We ran a rapid diagnostic. We met with the CEO and each function lead. We reviewed pipeline data, pricing, sales stages, and delivery handoffs. We listened for where work slowed and where buyers dropped off. We benchmarked performance against simple, stage appropriate standards. We delivered a short readout for the board with the three most valuable moves and a clear ninety day plan.
Week three to six: We stayed on as advisors and worked with the team each week. We reset the ideal customer profile and buying triggers. We rewrote the value story in plain language. We rebuilt the sales stages and deal review so leaders could coach each step. We launched three focused campaigns aimed at high fit buyers. We cleaned data and reporting so everyone could see true progress.
Week seven to twelve: We guarded margin with a light deal desk and better discount rules. We tightened handoffs from sales to delivery so customers started fast and happy. We coached managers so the new habits stuck. Where needed, we brought in trusted people from our network. A messaging lead for two weeks. A demand lead to stand up the first three campaigns. A sales operations builder for clean data and dashboards. A pricing advisor for a simple reset. Each expert worked with the in house team so the skills stayed.
Results after ninety days
> Qualified pipeline share rose from 28 percent to 38 percent.
> Win rate rose from 17 percent to 24 percent.
> Average sales cycle fell from 74 days to 58 days.
> New revenue added per quarter rose from 1.2 million to 1.8 million.
> Gross margin rose from 52 percent to 58 percent.
> Logo churn fell from 3 percent per quarter to 2 percent.
> The company received a term sheet at the planned valuation.
Why it worked
Fast clarity from the diagnostic. A plan in simple words that everyone could follow. Weekly working sessions that turned decisions into action. The right experts at the right time, paired with steady coaching so the gains held. Leaders could see progress in the numbers each week, which kept the team focused and calm.
Client voice
“We finally knew what to fix first. The plan was clear. The team felt supported. Within a quarter the numbers moved and the board got behind us. We asked Everest to stay because we did not want to lose that focus.”
What happened next
The company kept us on as advisors. Together we expanded the new rhythm across marketing, sales, and customer success. The revenue and margin gains held. The CEO now opens each quarter with a short plan, clear owners, and numbers that track to the board goals.
