After acquiring a $300M payroll and accounting software and services provider, a leading PE firm engaged our team to evaluate the company's sales, marketing, and product management functions to confirm diligence assumptions, develop a 100-day plan, and create a long-term roadmap to position the company to hit its growth targets.

Candela validated transaction model drivers, including reconciling and evaluating the acquired company's management team's scenarios vs. the PE deal team's assumptions. We interviewed 50+ staff and 15+ customers to uncover sales and marketing opportunities, and evaluated sales performance and new product adoption vs. CIM forecasts to identify and address gaps. The resulting 100-day commercial plan established a path to update the organizational structure, improve sales messaging, boost sales productivity, and bridge product adoption gaps.

Our plan defined a clear path to add $29M of run-rate revenue required to hit growth targets in core markets, along with an additional $25M in potential revenue through geographic expansion. The client also expected to see sales productivity increase by 10% due to sales process improvement, increased coverage, and better handoffs.