Brought in by the Lead Investor Paladin Capital Group, the company was underperforming due to a dysfunctional go-to-market (GTM ) strategy that handicapped the team’s efforts to drive growth and profitability. The company lacked product-market-fit (PMF), a necessary market-driven growth strategy that supports success in a competitive market. Operational deficiencies included long sales cycles, low close rates and a misaligned team.
Chief of Staff (COO)
I was accountable for the analysis, systematization and integration of all business solutions, partner relationships, IP technology, and potential acquisitions.
I was hired to perform a Value Creation Assessment (VCA) and present the findings and recommendations from the VCA to the executive team and board.
Growth Strategy and Execution:
Based on the results of the VCA, the accompanying growth strategy and value creation roadmap, the Racemi board of directors decided to fund the company, requesting partner Steven Horwitz and I take the roles of a CEO/COO (operating pair) to lead the turnaround. Together, we:
The VCA revealed fundamental value creation opportunities (i.e., product-market-fit, revenue enhancement, cost improvement, capital optimization, exit optionality), leading to the creation and execution of a new growth strategy that reduced the customer acquisition cost by 35 percent and grew revenue by 125 percent in less than a year. Their limited runway led us to recommend a strategic sale. In 2017, Racemi was acquired by DXC Technologies.