Lumesse (then StepStone Solutions), the leading European provider of talent solutions, was acquired by HgCapital in 2010. The new owners required strong growth from Lumesse, both through organic growth and through acquisitions. Rapid growth in turn required professionalisation and standardisation of the sales process and sales management, and the effective integration of current and previous acquisitions. Nick set up a central Sales Operations function to drive professionalisation and standardisation. Key elements included establishing a standard sales process and sales management cycle; these in turn enabled standardised reporting and uniform dashboards across the company. In a following round Nick executed a capability audit of the sales people was carried out, allowing shortcomings to be addressed. He also designed a series of performance measures to implement the Bessemer SaaS metrics and extended these with a number of measures specific to SaaS account management.
Feb 222012