UtilizeCore. An 18-person revenue team, rebuilt as 8, at 20% of the cost.
UtilizeCore. An 18-person revenue team, rebuilt as 8, at 20% of the cost.
A venture-backed property tech company was spending like it was scaling. Revenue said otherwise. We were brought in to find out why, and fix it.
A venture-backed property tech company was spending like it was scaling. Revenue said otherwise. We were brought in to find out why, and fix it.
[01] The situation
Fast growth, slow revenue. Spend was rising faster than revenue.
Fast growth, slow revenue. Spend was rising faster than revenue.
Brought in by
FirstMark Capital
Series A lead
Brought in by
FirstMark Capital
Series A lead
Reported vs. real
$3.0M reported
$2.6M actual
Reported vs. real
$3.0M reported
$2.6M actual
New revenue
Under $100K a quarter
New revenue
Under $100K a quarter
The team
18-person GTM org
Numbers didn't hold up
The team
18-person GTM org
Numbers didn't hold up
[02] What we changed
Cut what wasn't working. Rebuilt what was.
Cut what wasn't working. Rebuilt what was.
Team: 18 → 8
AEs 5 → 1
SDRs 6 → 2
AMs 3 → 1
Marketing 4 → 1
Team: 18 → 8
AEs 5 → 1
SDRs 6 → 2
AMs 3 → 1
Marketing 4 → 1
Implementation
Kept 3 specialists
+1 coordinator
Implementation
Kept 3 specialists
+1 coordinator
Tech stack
Salesforce, Outreach,
Pardot → HubSpot + Gong
Tech stack
Salesforce, Outreach,
Pardot → HubSpot + Gong
Marketing
1 growth marketer
Agency at 15% of cost
Marketing
1 growth marketer
Agency at 15% of cost
[03] Results
Leaner, and growing. Results in the first months.
GTM cost
80% lower
GTM cost
80% lower
Team size
18 → 8
Team size
18 → 8
Revenue
$300K first month
Was under $100K a quarter
Revenue
$300K first month
Was under $100K a quarter
Timeline
Jan–Aug 2024
Full-time
Timeline
Jan–Aug 2024
Full-time