The Company
Scheduling software saving universities millions in time and cost.
Bullet Solutions, based in Porto, Portugal, develops scheduling and timetabling software. Its leading product ensures real-time automatic class scheduling for over 100 global Higher Education Institutions, saving institutions up to 90% of the effort and cost associated with manual, complex scheduling. Universities have saved more than €15M in time and costs over the past decade using the platform.
The Challenge
Startup growing pains, without a strategic go-to-market.
Bullet Solutions had found success in regional and local European markets, but struggled with typical startup growing pains in sales and marketing. Traction was largely attributed to targeted university accounts, without a long-term strategic approach to total addressable market globally. There was no comprehensive lead generation strategy by region, and no tangible KPIs or quotas attached to the sales organization — even as the company expanded beyond universities into hotels, retail, and SMB markets.
The Approach
Three objectives: revenue, lead gen, and operations.
FullFunnel was brought in to evaluate key functional areas of the company against three primary objectives.
Objective 1
Accelerate revenue growth
Improve and accelerate revenue growth to achieve the company's 2016/2017 corporate objectives.
Objective 2
Lead generation strategy & KPIs
Institute lead generation strategies and KPIs to support those same corporate objectives.
Objective 3
Operational improvements
Develop and deploy improvements across customer success, compensation and quota planning, strategic account and territory planning, website optimization, and product focus and realignment.