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Case Study: How a B2B Software Enterprise Recovered 65% in "Variance Tax" and Fixed Late-Stage Deal Stalling in 34 Days
Executive Summary The Client: An established B2B dental software company navigating a highly competitive, capital-efficient purchasing market. The Problem: High initial sales attainment figures were masking deep structural fragility. The sales floor relied entirely on individual hustle and brute force - a high-risk operational vulnerability known as "Hero Dependency". Deals were consistently entering follow-up loops and stalling out late in the sales cycle. The Intervention:
Nickolas Heyze
May 206 min read
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