What was really happening?
Commercial performance breaks when the company celebrates bookings while ignoring stage quality, delivery capacity, gross margin, and forecast definitions. The turnaround has to connect sales motion to EBITDA, not just pipeline volume.
PROBLEM
Growth was not enough by itself. The operating system needed cleaner qualification, better forecast discipline, and a margin model that could survive scale.
Intervention sequence.
- STEP 01
Redefine pipeline truth
Tighten qualification, stage exit criteria, forecast categories, and deal-review standards so the forecast stops depending on optimism.
- STEP 02
Protect margin during growth
Tie sales commitments to delivery capacity, utilization, scope control, and gross-margin accountability.
- STEP 03
Run the weekly operating cadence
Review pipeline movement, win-rate quality, margin exposure, delivery constraints, and executive decisions in one cadence.
Outcome.
OUTCOME
The operating model supported 4x annual revenue growth, 68% win rate, 92% forecast accuracy, and 22% EBITDA margins through growth.