Business Transformation for OMERS & Matrix Care
OMERS Private Equity acquired four new software companies under the MatrixCare umbrella. Each of the organizations operated in silos before the acquisition – causing inconsistent price points across similar offerings and an unbalanced distribution of sales. In fact, some reps were making 600% of their quota while others had become entirely complacent under poor leadership. OMERS needed an operational strategy that would bring these companies together and eliminate the inconsistencies between them.
Solution
Lora worked with OMERS to transform MatrixCare into a unified business and profitable asset within its investment portfolio. As a senior consultant, Lora was responsible for the following solutions:
Results
During her consultancy with OMERS/MatrixCare, Lora was able to significantly improve customer retention and increase revenue by $1.2M. Her finance and operations strategy also saved the company hundreds of thousands of dollars in commission while supporting annual increases.
Solution
Lora worked with OMERS to transform MatrixCare into a unified business and profitable asset within its investment portfolio. As a senior consultant, Lora was responsible for the following solutions:
- Sustainable Pricing Strategy: After analyzing their customers, Lora determined which customers had previously experienced pricing changes and developed a process for increasing prices across all four brands. Her strategy included setting expiration dates for existing subscriptions, defining the frequency of increase allowed for each contact, and developing a public-facing communications plan.
- Improved Tools & Processes: After developing a pricing strategy, Lora assessed MatrixCare’s processes and tools for tracking leads and sales. Her findings led to the consolidation of four separate billing systems and amalgamation of all data into the Great Plains CRM tool. Lora also introduced order entry templates to the team and automated their paper-based billing, which not only improved productivity but also enhanced the customer experience.
- Marketing & Sales Objectives: Because there was so much disconnect between the companies, Lora needed to restructure MatrixCare’s sales team and set new sales objectives. She re-segmented their US market and created national, regional and inside sales teams. After hiring and training, Lora also rolled out a new compensation plan that benefited both the company and its sales representatives.
Results
During her consultancy with OMERS/MatrixCare, Lora was able to significantly improve customer retention and increase revenue by $1.2M. Her finance and operations strategy also saved the company hundreds of thousands of dollars in commission while supporting annual increases.