Sumit Rai, Chief Experience Office Qumu and ex-CEO at Kulu Valley.

“Andy engaged with us at a critical time in our business life cycle. We were preparing to put ourselves on the market to be acquired and needed to ensure our business was in the best health to optimise that process.

We had gone through a couple of evolutions of the sales organisation and the sales performance, culture and alignment to the company’s goals within the business development function was somewhat disconnected. This meant that productivity was lower than it should have been and morale in places was not were it needed to be and so senior management were looking for ways to correct the structure and focus of the group in a very short time scale.

Andy was engaged to drive this realignment. Through a process of staff interviews, team meetings and workshops, Andy was able to assess the status of the business and put in place a change structure, a sales methodology and high-impact, high-speed training that ensured the teams were focused – qualifying and closing deals in a short period of time. Some key reorganisations took place to ensure the new focus was executed upon correctly to ensure our health leading up to sale and beyond.

We were able to enter the acquisition process with a confidence both in the sales process, the strategic alignment and the management techniques within our business development function to justify full control of the pipeline and capability of team.

Andy’s work was a highly valuable engagement from a skilled and experienced business consultant that was a big contribution to the successful acquisition of Kulu Valley.”