Year of intervention:
2018
Customer characteristics:
Local company with expertise in physical security and over five years of non-profit activity
Type:
Physical security services
Market: Private Market, Local Public Administration
Turnover:
€ 1.5 million
Requirement
This company turned to us with a relationship sales model that struggled to grow in terms of profitability and scalability.
We were taken on to address the owner’s pressing need to grasp the real potential of the target market and to understand the behaviour of more advanced competitors and the priorities to be pursued before making new investments.
Solution
Otherbase provided consultancy with extensive operational involvement.
We began by studying the characteristics of the company in order to analyse costs, revenue and type of customers, before highlighting the critical issues of the business model, which was found to be economically unsustainable.
About two months after launching the project, we defined a roadmap based on measures to be taken at 3, 6 and 12 months.
We reorganised the sales force with more efficient customer allocation, facilitated renewals of multi-year services and monitored sales forecast data more methodically. The subsequent deployment of innovative technology boosted efficiency and scaled up the business, without increasing operating costs, encouraging remote intervention.
In less than two years, the company produced a positive EBITDA.
