Software Distribution

EBITDA up 15% in 3 months

Background

Our client, a software distributor, was suspicious that it ‘left money on the table’ because of sub-optimal pricing and the latitude given to sales people. The task was daunting as hundreds of thousands of transactions, across thousands of SKUs, are processed every year.

Solution

  • The VMX team tested various segmentations within the transactions database, the CRM, and the company’s financial systems, driving new perspectives and insights.
  • Within these new segmentations, it was found that, for small-volume customers, salespeople would always nearly underprice by 20% or more. Larger-volume customers proved to be more price sensitive, but sales people didn’t behave optimally.
  • The team made recommendations to change the incentives plan for salespeople, as well as to the range of allowed discounts within the interface of their CRM, and delivered various interactive dashboards, allowing users to access critical information faster and on the go.
  • Within the 3-month duration of the exercise, EBITDA run-rate increased by 15%, with visibility into more increases down the road.
M&A Advisory IT Software & Services
Case Studies

Orchard International
Orchard is an Ontario-based developer and distributor of cosmetics and personal care products with clients including brands such as Sephora and Macy’s. The founders engaged FirePower's M&A Advisory team to sell their company. As Shelley Wishart, co-founder and President said about the process and final result: "The Firepower Team found us a strategic buyer that fit with our objectives, which was no easy feat.…At all times, we were well supported by Alan and his team, which made the process much easier than anticipated.”

Read Full Case Study

Environics
Environics Analytics (“EA”) is a leading North American provider of marketing and analytical services. The company needed financing to support its expansion plans in the US and Canadian markets, and wanted to secure capital from a senior lender that understood EA’s value drivers. FirePower surfaced numerous proposals, then negotiated and improved on the terms and conditions to the benefit of EA.

Read Full Case Study
Market Insights
From the archives: October 2020

A Comparative Data Maturity Score for the Mid-Market: How do you stack up?
"Data is the new oil."  By now, most have heard this quote dating back to 2006 and credited to British mathematician Clive Humby, who…

Read Full Report