Case Study.

Accelerating Results By Repositioning Solutions

Orchid Black transformed the growth projections of a global systems integrator was struggling to turn a profit.

Summary

The Challenge

Key Takeaways:

- 300% increase in revenue and gross margins over 24 months

- Took company from negative growth to positive growth

- Oversaw successful private sale, doubling shareholder value

A global systems integrator was struggling to turn a profit, weighed down by an unsustainable revenue model and a lack of differentiation in a highly competitive market. Working with Orchid Black, the company transformed their business model, generating an incredible increase in revenue growth and leading to a successful private sale.

A system integrator and solutions provider using leading CRM and HCM tools had sound IT infrastructure and valuable IP assets, but were struggling to stay afloat with high operating costs, low margins, and a lack of creative solutions. The board – facing the prospect of diminishing returns – sought elite operational engineering to turn the business around. Transforming the bottom line and growing revenue to a profitable state were the core objectives for Orchid Black operators in this engagement.

The Solution

Entering a company with limited runway and a dysfunctional revenue model, Orchid Black operators took the role of CEO and brought operational execution to bear in the following areas:

  • Strategic leadership. A new business model and set of solutions offerings were needed to bring the company to profitability. Orchid Black articulated and implemented a new revenue model, positioning the company as a top-tier Salesforce.com consulting partner targeting enterprise companies.
  • Architected global go-to-market initiatives. Orchid Black architected a completely unique set of go-to-market strategies and plans, rolled out on a global scale. The new revenue model – focused on delivering high-margin enterprise solutions to larger players on leading CRM platforms – proved incredibly effective. Forging an identity as a top-tier Salesforce.com consulting partner was an essential piece in this new endeavor.
  • Recruited top talent. High-caliber operators across functional areas were brought in to assist in the implementation of the new revenue model. Aligning the entire team with a common strategy and specific performance goals was critical to achieving objectives.

    ALSO:

    - Managed all components of company sale. Remarkable growth over a two year period led to an acquisition by a major market player – with the sale doubling shareholder value. Orchid Black operators were instrumental in the throughout the process of the sale, including due diligence, legal proceedings, and financial reporting.


The Outcome

- Established firm as Platinum Salesforce.com consulting partner
- 100% increase in revenue and gross margins over 24 months
- Oversaw successful private sale, doubling shareholder value

The tactics deployed by Orchid Black operators achieved the desired objectives. Refined market alignment put the company on a deterministic path to revenue growth and increased stakeholder value in an incredibly competitive market.

About Orchid Black

Orchid Black was founded on the principle that deep industry knowledge, pragmatic operating expertise, and a unique playbook produce superior results. We create strategies and deliver operational support, aligning with stakeholders to achieve objectives. Honed at hundreds of technology companies, our innovative, capital-efficient Operators as a Service model is battle-tested. It works.