Case studies

Growth You Can Measure.

Selected outcomes from BYOND engagements with technology and software companies.

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Selected Client Outcomes

0: Annual Revenue
0: Leads
0: Sales Calls
0: Profit
Successful: Acquisition

Selected client outcomes. Results vary by company and engagement.

Profits up 7% and bank financing secured

The Challenge: An east coast services company with more than 10 years of trading and $17M in annual revenue wanted capital to expand, but could not get a bank to approve the loan.
The Diagnosis: More than half of gross revenue came from a single Fortune 500 client on Net 90 terms while the company paid its own contractors on Net 30. That mismatch created heavy carrying costs, and interest charges had grown to rival every other office expense combined.
The Action: Because the client was highly regarded by the Fortune 500 account, we advised renegotiating the contract toward Net 30 or Net 45 to cut interest cost and strengthen the P&L.
The Result: The client renegotiated to Net 45, profits increased 7%, and the bank loan was approved.

Client Outcome

+72%

Leads

+27%

Sales Calls

Demand generation rebuilt into pipeline

The Challenge: An east coast consulting firm was not generating enough leads to keep the pipeline full, and leadership felt the team was spending far too much time on lead generation for the return.
The Diagnosis: The audience was well defined, but target research, email copy and outreach were almost entirely manual. The process was slow, laborious and unpopular with the people running it.
The Action: We supported the team in putting marketing and scheduling automation in place: intent data to identify targets accurately, an email platform with tracking and reusable campaign templates, and scheduling software so prospects could book calls themselves.
The Result: For the same time previously spent on marketing tasks, the company generated 72% more leads of higher quality and 27% more sales calls.

Client Outcome

+300%

Annual Revenue

Annual revenue grew 300%

The Challenge: A midmarket enterprise mobility software publisher relied on one large customer for over half of annual sales revenue and wanted to widen its wireless carrier customer base.
The Diagnosis: The board and executive team wanted to reduce that concentration, diversify carrier customers, and deepen the enterprise mobility and connectivity portfolio by leveraging the existing operating model, technology assets and supplier relationships.
The Action: We assembled a team to identify and approach suitable acquisition targets, and found a midmarket target that fit the objectives. Success depended on retaining the target's full carrier customer base and its key technical staff, so the plan was built around that.
The Result: The target was acquired and integrated. Within two years of closing, annual revenue tripled and the company became a key supplier of enterprise mobility and security software to carriers across North America and western Europe.

Client Outcome

Successful

Acquisition

An acquisition negotiated on the founders' terms

The Challenge: A small software developer of cloud based construction project management solutions received an offer letter and needed advice on how to respond and what options existed for negotiating terms.
The Diagnosis: The founders wanted to keep growing the customer base and make sure their recently launched cloud platform succeeded, so any deal had to protect their ability to run and expand it.
The Action: We identified the deal terms that mattered most for the founders to keep managing the platform's customer base and market expansion.
The Result: The founders negotiated an agreement in which the buyer funded growth and let them run the business as a separate unit, retaining the key employees behind the platform and the customer experience.

Selected client outcomes. Results vary by company and engagement.

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