Case Studies
Case Study 1: AI Personalization SaaS — 1,200% ARR Growth
Company: AI Personalization SaaS Company, Series A through C
Challenge: Early-stage company needed to transition from founder-led sales to a scalable enterprise sales model while simultaneously raising additional venture capital.
G2SAS Approach: Assisted the Founder/CEO in raising $40M in venture funding. Implemented a structured enterprise sales model, defined ICP targeting, and built a repeatable new logo acquisition engine.
Result: 250 new logos acquired in 27 months. Revenue grew 1,200% from $2.3M to $32M ARR run rate.
Case Study 2: Information Security Software — 34% Revenue Growth
Company: Information Security Software Division, Large Public Company (Dell EMC/RSA Security)
Challenge: Americas revenue organization needed improved pipeline coverage, more disciplined sales execution, and a shift to multi-stakeholder enterprise selling to achieve meaningful revenue growth.
Approach: Increased cross-selling focus, improved pipeline coverage from 2.8x to 3.4x, and implemented multi-stakeholder enterprise selling methodology across the Americas sales organization.
Result: Americas revenue grew 34% from $404M to $542M ARR.
Case Study 3: PE-Owned Cybersecurity Firm — 52% EBITDA Increase
Company: Threat Detection & Response Security Software, Private Equity Owned Global Enterprise ($180M ARR)
Challenge: PE-owned firm needed to increase operating leverage and achieve the Rule of 40 to meet investor objectives within a defined timeframe. Low growth legacy Product.
Approach: Led comprehensive change management efforts focused on increasing operating efficiency and improving revenue quality across the global enterprise.
Result: 52% increase in EBITDA. Achieved the Rule of 40 within 12 months.
Case Study 4: AI Personalization SaaS — First Global Commercial Operation
Company: AI Personalization SaaS Company, Series A
Challenge: Company had promising technology but no structured commercial operation or revenue growth engine in place.
Approach: Established the company’s first global commercial operation from the ground up, including go-to-market strategy, sales process, and revenue execution framework.
Result: Revenue scaled from $500K to $9M.
Additional Success Stories
Data Encryption Software, Series A: Assisted Founder/CEO in raising $10M. Transformed GTM & sales execution. Conceived and established SaaS offering for Full Disk Encryption for SME that resulted in $10M in pipeline growth and getting acquired.
Data Loss Prevention Software, Series B: Advised Founder/CEO on optimizing go to market strategy and sales execution which led to raising a C Round and acquisition.
Managed Services Security Division of Public Company: Improved Sales Productivity: top graded sales talent, targeted larger Accounts, Multi-Stakeholder Enterprise Selling and more disciplined Sales Execution leading to increased revenue from $100 to $220M.
Governance Risk & Compliance SaaS, Series A: Advised Chairman of Governance Regulatory & Compliance Software Company on optimizing go to market strategy and overhauling sales and marketing execution.
VOIP Software, Seed Stage: Redirected go to market focus, raised $2 million in venture capital, and entered a new market in out of game voice for online gaming industry.
Data Integration & Analytics Software Division of Large Public Company: Improved Sales Productivity: top graded sales talent, targeted larger Accounts, Multi-Stakeholder Enterprise Selling and more disciplined Sales Execution leading to increased revenue from $60 to $90M.