Success Stories

Samples:

 

Boutique National IT service provider

Infrastructure-as-a-Service, network design, IT services, regulatory compliance services.

Challenge

The company needed leadership to create the business base, and set up internal systems and processes for stability and growth. Kat Shoa was tapped as Interim CEO.

Activities

Increased pricing for business lines by 35-50%. Installed proper financial systems and tracking processes in place, uncovering 1/3 worth of the annual revenues in receivables. "Retired" unprofitable accounts, and successfully managed to retain highly profitable clients. Repositioned services in 4 general areas, and focused the company on more profitable business lines. Reconfigured the organization and staff schedules for optimum efficiency. Developed new website from ground up focusing on profitable business lines. Hired and managed outside consultants in areas of finance, web development, company valuation, etc.

Results

Company generated the same revenues with about half the staff. Extreme impact on margins, cash flow, and financial stability. Tight efficiency in staff schedules. High employee satisfaction. Company set up for high growth.

 

National telecommunications service provider

Hosted telephony (VoIP) SaaS provider with an average of 25 and maximum of 50 software seats per client.

Challenge

The company experienced severe revenue declines due to small clients rapidly going out of business. The CEO depleted the cash position by mis-targeting the market, and created a toxic environment for the executive team.

Activities

The CEO was removed, and 15% layoffs were instituted to improve cash position. Restructured the company’s revenue generating operations, repackaged the service portfolio, retargeted the services up-market to a more stable base, completely rehauled corporate branding.

Results

Within 6 months of engagement, the company engaged (and later won) a client with 4,500 software seats. Within 9 months, the average new deal size increased by over 10x. Within two years, the company was acquired in a strategic deal.

 

Testing tools and services provider

Established company with international clientele in a mature market.

Challenge

The company experienced revenue declines due to the mature nature of the market, and lack of new product development. Unclear about market opportunities in a new vertical.

Activities

Provided a detailed strategic roadmap for entering the new vertical with tiered options for pricing model, market opportunity, organizational roadmap, product roadmap, and revenue roadmap.

Results

New pricing model increased the tools revenues in the new vertical by 3-4x the client’s initial estimates.

 

Global 200 Japanese digital office equipment manufacturer; $45 billion revenues

The largest R&D arm outside of Japan for developing forward looking technologies for the company, the 3rd largest patent holder in the world.

Challenge

Millions of dollars in R&D funds expended on sandbox projects with unclear market opportunity.

Activities

Acted as the special advisor to the president and the executive board to help in aligning the R&D programs with market dynamics. Initiated several detailed market research programs. Executed “make or buy” decisions in developing corporate relationships.

Results

Redirected millions of dollars in R&D activities using market data. Developed the first business cases for the R&D subsidiary to assess market opportunity based on market demand. Saved hundreds of thousands of dollars in “make or buy” decision for product development. Generated multiple patents from new programs.

 

Chain of dental clinics

Chain of dental clinics with 100 employees and 25 dentists.

Challenge

Company reported low margins across the board, including profit losses in several locations.

Activities

Analyzed over 200 dental billing codes and discovered severe discrepancies in pricing compared to local averages. Developed new pricing, and trained the front office staff in structuring deals for high priced multiple codes.

Results

Immediate revenue increase of 10-35% upon launch of program, all directly contributing to margins.

 

National wholesaler of lighting fixtures

Company imported products from manufacturing centers in China and sold nationality through a large network of distributors

Challenge

Company experienced steady growth with little understanding of business or market analytics.

Activities

Analyzed revenues from distributors in each geography. Identified areas of further sales penetration and growth. Restructured the organization for better market alignment. Instituted new marketing programs.

Results

Company experienced 65% revenue growth within 2 years. New customer acquisition was shortened by a year.