Case Study: Big Nerd Ranch

How Big Nerd Ranch Was Able to Turn Around 2 Years of Declining Revenue in 3 Months

Industry

Mobile & Web Application Development

Customer

Enterprise

The Sales Alpha Roadmap Phase and Service

LIFT – The Revenue Acceleration Program (RxP)

Overview

In 2017, Big Nerd Ranch (BNR), had seen 2 ½ years of declining revenue. They went from a darling of the industry being trusted by the largest companies in the world to seeing corporate relationships dissolve, and the sales of the flagship service decline to almost zero.

BNR engaged Ken Lundin & Associates (KLA) to right the ship and do it quickly.

Using the Revenue Acceleration Program, KLA was able to attack the challenges on 2 fronts:

  • 1

    Quickly generate new sales and referrals from the existing client base.

  • 2

    Set the company up for ongoing predictable, systematic sales growth.

``Invaluable process with an undeniable impact! Ken Lundin & Associates have improved our time to close, deal size and close rate. Our revenue has more than doubled over the past few years, client relationships are more solid, and our biggest problem now is hiring to keep up with sales.``

Stacy Henry

CEO, Big Nerd Ranch

0 $

sourced new opportunities

0 %

avg. monthly revenue growth in less than 6 months
2-4x

growth of largest accounts above previous growth rates

The Plan

Using The Revenue Acceleration Program KLA analyzed where the most immediate lift in revenue could be achieved and implemented out “Trojan Horse” program which leverages the subject matter experts, not sales staff, to create opportunities.

In parallel, KLA identified what was working and was not working in the sales process, the quality of the team, the gaps in training and implement a systematic program to address these findings.

The Results

  • Become customer-centric sellers instead of “feature led” sellers.
  • From chaos and declining revenue to predictable.
  • Leading to a massive positive cultural shift.

Final Result

Sale of company in 2020, just 3 years later, to projekt202 a division of Amdocs.

``When we began working with Ken Lundin & Associates, we had no discernable sales process or reliable visibility into future revenue. Ken and his team implemented a process, rigor and discipline that has allowed us to evaluate sales data consistently and effectively.``

Stacy Henry

CEO, Big Nerd Ranch

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