Lightspeed
Lightspeed operates a fintech platform processing millions of transactions across 1,200+ merchants. Post-Series C, they needed to scale revenue 3x in 18 months.
Services
Revenue Operations
Growth Strategy
Pricing & Packaging
Sales Optimization
Industry
Financial Technology
Company Size
320 Employees
Timeline
6 Months
3.1
x
Revenue growth in 18 months
34
%
Close rate (from 12%)
HowLightspeedtripledrevenuein18monthsbyrebuildingtheirsalesenginefromthegroundup.
The challenge
$45MSeriesCclosed,butthesalesmotionwasstillseed-stage.A12%closerateandafounder-dependentpipeline.
The founder was involved in every deal over $50K. Sales reps had no standardized process, no qualification framework, and no defined handoff from marketing. The 12% close rate meant the team was burning energy on prospects that never converted.
The approach
KorabuiltacompletesalesinfrastructureforLightspeedinsixmonths,startingwithprocessandendingwithhiring.
We shadowed the founder for three weeks and codified his instincts into a scoring framework, demo playbook, and training materials. Then we built a four-stage pipeline with clear criteria, standardized CRM usage, and helped hire four reps who hit quota in their first quarter.
The Results
Lightspeeddelivered3.1xrevenuegrowthin18months,beatingboardtargetsbysixmonths.Closeratesjumpedto34%andthefounderwasfullyremovedfromday-to-daysalesbymonthfour.
Revenue grew 3.1x in 18 months, ahead of board targets
Close rate improved from 12% to 34% on qualified opportunities
Average sales cycle compressed from 51 days to 22 days
New reps hit quota in first quarter instead of two quarters
Founder removed from day-to-day sales by month four
"Kora didn’t just give us a strategy—they helped us become a more strategic company. They identified three fundamental issues that we’d been blind to for years. Two years later, we’re at $52M and just closed our Series B."
Sarah Bouchard
Founder & CEO
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