Carlton Richards

Solutions

Unlock Growth, Drive Profit​

      Carlton Richards is the culmination of decades of work by partners from Boston Consulting Group, Bain Consulting, TCV Private Equity, and leading companies such as Google, Yahoo!, Oracle and Razorfish. Our goal, to leverage best-practices from the world’s best companies to deliver actionable and effective methodologies for middle market growth firms.

Delivers immediate measurable value

Leverages AI to develop the most accurate and effective ai-ICP, determine their propensity to buy and dynamically refine at scale.

30%

Reduction in cost
per qualified lead

2-3x

Lead to opportunity
conversion

10-25%

Increase in avg.
order value

10-20%

Reduction
in cycle time

Our Sales RADAR offering leverages advance artificial intelligence and best-practices to tackle the two most important aspects of any commercial organization:

Building a sophisticated
Ideal Customer Profile

Apply advanced analytics for
Propensity Modelling

Sales RADAR unifies these to unlock immediate value across customer acquisition, account penetration, and overall customer life-time value.​

Focus on what matters the most

Your Best Customers

The CHALLENGE is that most companies leverage general ICPs based on firmographics
or account size which do very little to target quality lead generation or filter sales opportunities. This results in only 18% of all pipeline opportunities reflect great prospects.

The SOLUTION is to create tailored dynamic ai-ICP’s for each product, customer segment, or region to align GTM strategies, processes and systems.

This creates a Growth Focused Organization that is built around:

Effectiveness

Efficiency

Scalability

82%

of pipeline
opportunities
DON’T resemble
your best
customers*

*Bain Consulting Study

Challenge

Seemingly similar companies are not the same under the hood and directly impact your profitability

Company

Firmographic Twins​

RADAR Insights

Business Impact

companya

Fortune 100
Industrial machinery
70k – 105k employees

  • Early adopter of new tech
  • B2B Focus
  • Active recent hiring
  • 10-month sales cycle
  • Cost of acquisition -$7,500
  • Extended onboarding costs – $5,000
  • Buys $35,000 (base) solution
  • Churns after first term
  • LTV of customer: $35,000 gross

    • $ 22,500 Net

    companyb

    Fortune 100
    Industrial machinery
    70k – 105k employees

  • Early adopter of new tech
  • B2B Focus
  • Active recent hiring
  • 3-month sales cycle
  • Cost of acquisition -$2,500
  • Low touch onboarding -$1,500
  • Buys $65,000 (advanced) solution
  • Customer for six years
  • LTV of customer: $390,000 gross

    • $386,000 Net

    ILLUSTRATIVE

    We are not just consultants

    We are seasoned operators that understand the need to drive profitability before expenses.
    We take a practical approach, identifying quick wins to fund the journey with typical 5x return over our cost in demonstrable financial impact.

    With over 90 engagements with growth firms,
    we have never failed

    Let’s talk!

    CONTACT US