Situation

The investor had an objective of transforming the company into a payment service provider from a money service company in order to increase the valuation ratio. Cappco was hired to create the new 3 year plan and to manage the sales and marketing teams to grow revenue during this transition. In addition the lead private investor required a large increase in revenue to meet the obligations from the agreed earn out.

Objective

• Reposition the company as a Payment Service Provider in order to increase its valuation.
• Grow revenue to meet the business plan
• Put in place operational controls to ensure that the company met its regulatory obligations
• Launch a series of new online payment products
• Implement a new CRM system

Outcome

• Due to the revenue growth no additional shares were forfeited and the minority shareholder sold his shares and made an additional £ 12m from the previous valuation.
• Revenue growth was achieved through significant new business
• An external firm was used to qualify leads and create appointments for the sales teams which dramatically increased the size of the pipeline
• We launched a series of new payment products in the first 3 months
• Successfully repositioned the company