Revenue stalled? We find the reasons, then help you fix them.
For B2B software or IT services businesses with $2M to $30M in ARR, and the investors behind them.
It starts with a fixed-price diagnostic, delivered over five to six weeks. If you'd like help implementing the recommendations, we stay on as a fractional Chief Growth Officer.
THE GROWTH GAP
Growth rarely stalls for the reasons everyone assumes
When growth slows, everyone inside the business has an opinion, and it's usually the pipeline being weak, the quality of the salespeople, or the competition being better. These are symptoms rather than the root cause.
The real problems are systemic, and they span multiple business areas. Pricing may not balance competitiveness and margin, and the commission plan may be driving behavior that isn't aligned with business goals. The core issues are owned by different executives, so it's difficult to have an in-depth understanding of the whole, and the CEO doesn't have time to dig into all the details.
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Most people who advise CEOs on growth have never owned a P&L or signed a payroll. We have thirty years of building, buying, fixing, and selling businesses.
~$80m
Built from start-up in 5 years,
500 employees, and 1,000 customers
~$40m
Realized across five separate divestitures
2
Turnarounds led as the incoming executive
4
Acquisitions executed and integrated
WHAT DRIVES GROWTH
The Eight Pillars that determine it
1. Target Market Segments
The segments being prioritized, versus where the solution should be focused.
2. Value Proposition Narrative
Whether a buyer recognizes what you sell as describing the challenges that they have.
3. Proof of Value
Whether a buyer can see what it is worth in their own numbers, before the price.
4. Revenue Generating Assets
Whether your materials are supporting deals or undermining them.
5. Sales & Marketing Budget
Whether the spend is producing a return, and where it could be refocused.
6. Channels & Partnerships
What existing partnerships bring in, and which categories are worth exploring.
7. Pricing & Commercial Terms
Whether the price list, the discounts and the contract collect what the product earns.
8. Commission & Incentives
Whether the plan and incentives pay people to do what the business needs.
Alan Hixon
Founder and Principal, Hixon Enterprise Partners
Thirty years as a founder, CEO, and incoming executive. Most recently the outside operator brought into a venture-backed B2B software company, where recurring revenue grew 56%.
"Alan reworked how we tell our story and built the collateral that
puts it across in a way buyers understand."
Sean McIlrath, Partner, Pure CallerID