Doubling revenue without increasing headcount

"Ben helped double our revenue without increasing headcount" That’s a great comment to hear from a founder.  This was from Kris Riise, CEO and founder of Unloc.  I thought it might be valuable to give a brief insight into what we did and how we made this change.

The challenge: Unloc had product-market fit, with a good number of happy customers, but they were not growing anywhere near as fast as expected and needed.

Step 1: work out what was going well and what needed support.  This is a GTM Diagnostic, intense research and interviews looking at:

 How things are done in Sales, Marketing and Success

 How well processes are specified - and followed

 The ICP and how clearly it is defined - and followed

 The messaging - is the team singing from the same hymnsheet?  Is the ICP engaging?

 The upsell/expansion motion - does it get the right focus?

It took a few days of reviewing data and systems, tools and content, along with discussions with execs and ICs. 

The output was clear: much of this was great, some needed work.  The key areas we identified for immediate improvement were

 Qualifying the right leads

 Managing complex multi-stakeholder deals

 Growing existing accounts effectively

The solution:

 Restructured sales process → better pipeline visibility

 Focused execution → reduced scope, increased impact

 Implemented targeted sales training

The results:

 2X revenue growth (same team size)

 Achieved profitability

 Clear path to $10M ARR

"Ben's initial diagnostic was a necessary eye-opener. His guidance transformed how we approach sales and set us up for sustainable growth." - Kris