Case Study
How D&G Group streamlined end-to-end sales operations to achieve 48% year-on-year growth with the help of Revn
Industry: Event Management and Hospitality
Company Size: 50 employees
Location: Surrey, UK
About D&G Group: D&G Group is a leading event management, entertainment and hospitality business. Providing boutique solutions for its clients, offering bespoke experiences and fundraising solutions for charities and corporate partners.D&G Group rebuilt after the impact Covid had on the hospitality and events industry, and was embarking on a transaction with Pitch International, when they looked to Revn to help them unify sales, measure performance, and instil a governance cadence to multiply their sales efforts.
To address this, Revn focused on streamlining sales processes, aligning them to the sales CRM (Salesforce), developed performance KPIs, and measured performance on a consistent basis against these, and enhanced strategic planning and reporting.
This led to a more cohesive and effective approach across all sales initiatives, more focus on benchmarks of success and use of data, that enabled more informed decision making.
The results of this working relationship between D&G Group and Revn not only led to improved operational efficiencies, but an impressive financial outcome, achieving nearly 50% year on year growth in a challenging economy. It was also critical in the strategic positioning to make D&G an attractive acquisition target for Pitch International.
David Nash (Founder and Executive Director) said: “Darren has been a tremendous acquisition to the business in his role as Revenue Operations Consultant. He has been a huge support to the Directors/Board Members and consistently goes above and beyond in all that he does. He is the ultimate team player with a wide-ranging skillset. We are lucky to have Revn as partner.”
Case Study
How Agilisys managed to adapt to the changing landscape of public sector procurement, and grew CAGR 65% over 4 years.
Industry: Tech Services - Public Sector
Company Size: 1,500 employees
Location: London, UK
About Agilisys: Agilisys is a UK-based technology and digital transformation company that primarily focuses on providing services to the public sector, including local governments and healthcare organisations.
No one likes change, it’s stressful and unsettling, however, it is necessary if you want to keep up with or get ahead of the competition.
Agilisys had to adapt it sales process to keep pace and grow in the public sector. With the introduction of government procurement frameworks, and the disaggregation of services, the way to win work had changed. Agilisys identified this change, and re-built its sales team to try and achieve growth.
Darren London (Founder of Revn) in the role of Head of Sales Operations helped Agilisys build an end-to-end revenue team including marketing, sales, bids and customer success, and developed a proactive sales strategy. Darren put the structure, process, system and governance in place to make that work.
Whereas historically Agilisys’ growth was built on winning large outsourced public sector tenders, the market had evolved and Agilisys needed to develop an approach to win work from identification to close.
To achieve success Darren defined a new sales process, implemented Salesforce and aligned the two using Sales as a Science. Recording, reporting and analysing the data captured on the new system drove future improvements.
The impact was substantial and Agilisys saw revenue grow from £120m to £165m between 2018 and 2021.
Sean Grimes (CRO) said: Darren’s leadership was instrumental in creating what was consider an industry leading client development and sales function. Darren led on the design of our go-to-market strategy. This included a thorough opportunity qualification process, real rigour and discipline in the use of Sales as a Science and revenue forecasting.”
