GT SoftwareThe customer this was delivered for.45% Revenue Growth and 11% Customer Retention Boost for GT Software
Key results
- 45% revenue growth
- 22% margin increase
- 97% customer retention
GT Software faced significant challenges as its legacy technology began to lose traction in the rapidly evolving marketplace. The company struggled with flatlining in the mainframe market, a disconnect across sales, marketing, and product teams, and a declining revenue stream made worse by a costly, non-performing product. As legacy customers churned, GT Software recognized the urgent need for a strategic reset to stay relevant and competitive. TechCXO stepped in by embedding Bruce Kopkin as a fractional CRO. This intervention brought an integrated view of sales, marketing, and customer success, transforming GT Software's commercial engine. Key initiatives included rebooting customer success, rationalizing the market and portfolio, forming strategic partnerships with industry leaders like IBM, and upgrading technological infrastructure for better data insight. These actions set a foundation for a comprehensive and effective turnaround. Under Bruce's leadership, GT Software reversed its decline and achieved remarkable results within six months. The company returned to profitability and positive cash flow, grew license revenues by 45%, and increased margins by 22%. Customer retention improved significantly from 86% to 97%, while cost rationalization led to a 14% reduction, lifting customer satisfaction by 8 points. GT Software successfully repositioned itself as an essential player in the integration of legacy and modern digital technologies.
TechCXO