Helping Founders and Leaders Build Winning Businesses

Pilgrim Bank was a community bank in Massachusetts, established in 1916. The CEO was seeking guidance on how to drive new customer revenue in order to position the bank effectively for an IPO and acquisition.

Justellus conducted a revenue impact assessment of the current customer acquisition strategy to identify the most effective approach for attracting and converting the next generation of bank customers. This assessment also considered the strategic goal of reducing in-branch banking hours, staffing, and operational expenses.

• Justellus helped the CEO realize that there was a lack of synergy with their marketing and operations strategies.
• Justellus provided a digital customer acquisition strategy to drive personal and business banking growth by reallocating its current marketing expenditures.
• This resulted in a 20% reduction in marketing and operational expenses, while also successfully attracting and converting new customers.

After receiving $20M in funding and experiencing lackluster sales results, a B2B SaaS/mobile application provider lost 90% of its customers to its competition. In an effort to reinvent itself and appease its shareholders, the company reached out to Justellus for assistance.

Justellus conducted a revenue impact assessment to create a strategy for initial growth and sales transformation. By implementing its revenue impact methodology, Justellus was able to enhance all aspects of the sales process, starting from the initial contact all the way through customer onboarding. Most importantly, Justellus rewrote their Unique Selling Proposition (USP) to ensure it was focused on fulfilling customer needs.

• 115% increase in Annual Recurring Revenue (ARR) in 7 months.
• The sales cycles were shortened, new strategic clients were added, and larger multi-year agreements were successfully closed.
• This achievement enabled the business to reach the $1M ARR benchmark and secure additional funding.

New revenue growth was quite challenging due to changes in market needs and increasing competitive pressure. Additionally, resource utilization rates were very low and this needed to change quickly.

Justellus conducted a revenue impact assessment and identified gaps in the sales process, pipeline management, and sales closing skills. Following this, Mark implemented new scalable revenue management strategies and spearheaded the sales transformation as a fractional Chief Revenue Officer.

• In just 45 days, the revenue doubled compared to what was booked in the previous 10 months.
• During the next fiscal year, new business experienced a remarkable growth of 148% year-over-year. Additionally, there was an impressive conversion rate of 85% for qualified prospects turning into customers once they reached the proposal review stage.
• Services have transitioned from a transaction-based approach to a managed service subscription model, resulting in a remarkable 100% renewal rate after the first year.

A previously successful entertainment platform faced challenges due to the emergence of new social media platforms, increased competition, and changes in buyer behavior. As a result, the platform experienced two years of declining subscriptions with its core product and encountered difficulties in establishing a new business selling social engagement platforms to enterprise clients. Talented employees were leaving on a daily basis, leaving the business with a short runway. The CEO was in desperate need of assistance.

After conducting a revenue impact assessment, Justellus identified a significant issue that caused frustration among current subscribers, leading to a decline in renewals and also had a negative impact on new prospect conversions.  In addition, Mark encouraged the CEO to terminate relationships with two unprofitable customers and converted multiple enterprise customers for their new social platform.

• In the first month, the declining subscription trend was reversed, and within the first 90 days, multiple enterprise social engagement subscriptions were sold.
• For the first time in two years, revenue exceeded direct expenses, thanks to the elimination of the two unprofitable relationships which resulted in nearly $1M in operational expense savings.
• The business was sold for $15 million.

Despite having significant funding and a talented team, the company had not made any sales and had developed a business model that lacked simplicity, scalability, and differentiation. As a result, company investors were concerned.

After conducting a revenue impact assessment, Justellus informed the CEO that the current model was not scalable. Justellus played a crucial role in helping the business pivot. Mark provided mentorship to the CEO and spearheaded the transformation into an entirely new company, solution, and go-to-market strategy.

• The company achieved its first $1.1 million in new sales within just 90 days.
• The business underwent a pivot, the company was rebranded, and within four months, a new market-ready mobile application was developed and delivered at a 70% reduced cost. 
• A dozen subscription clients were quickly added and the business continues to grow today.

The CEO of a small services company, despite working non-stop, was challenged with growth and desired to establish a mobile ecommerce platform. The goal was to streamline customer orders and delivery processes, making them more efficient and effective.

Justellus assessed the business to determine the opportunities and gaps. There were a number of inefficiencies and processes that were slowing down growth and the CEO needed to shift his focus towards closing larger deals. Justellus also worked with the development team to build a simple mobile platform that could support one off transactions. 

• The CEO saw the impact on how he managed time and hired a fractional marketing resource.
• He gained 20 hours each week back to work on strategic growth and sales initiatives.  
• We built a new automated platform to service one off customers at a standardized profitable mark-up.

The company has a great reputation and wanted more predictability in its pipeline due to seasonality. The CEO wanted to buy back its second location, streamline operations, sales, and marketing, and maximize growth, to make the business more valuable for his family and employees.

Justellus helped the business better present itself to acquire capital. Justellus also helped train new employees on how to overcome challenges in their sales process and close bigger deals faster.

• The business secured additional capital and re-acquired the second location it sold many years back.
• The sales training helped the team have its best month of the year.
• Within days, the team closed a highly competed $90K deal that had gone cold.