From zero to recurring revenue.

The job

Vicom funded a new managed services business and asked me to start it from the ground up. I owned sales, operations, marketing, strategy and business development, and I ran a 25-person company, myself included: 8 in sales under a head of sales, 10 in the network operations center, 3 field engineers, 2 in marketing and 1 in finance. Our customers were small and mid-sized businesses in legal, media, telecommunications and healthcare.

What I did

• Built the sales motion and ran it at a 35% gross margin.
• Signed business development agreements, opened new channels and formed partner alliances.
• Launched security and software-as-a-service offerings in key verticals.
• Built structured sales training and enablement, and developed people from the ground up into leaders.

What came out of it

• $100K+ a monthIn recurring revenue within 13 months, from none.
• 100%+ a yearGrowth in high-margin recurring revenue.
• 45%Of recurring revenue came from the security and SaaS offerings I launched.
• $500KIn backup and data recovery revenue.
• About $500K a monthRecurring revenue after I left, built on the plan I put in place, before the business was sold.

Figures are from my own results at ProServ.

Next: Vicom, from 2 reps to $8M in profit