"Serent is a true partner. They are always willing to help and are highly collaborative. When engaged to help they bring strategic capability and fact-based insights to the table."
CHRIS FOUNTAIN
FORMER CEO, FRANCONNECT
Serent Investment Team
Kevin Frick
Partner
Cross Selling
DESCRIPTION
FranConnect is the leading provider of franchise management software and operations software to franchisors and franchisees globally. The company had low penetration on operations and franchisee onboarding modules; there was substantial upside to increasing adoption of full suite.
ACTIONS
- Serent supported leadership in evaluating and hiring a new head of sales and sales reps to increase capacity for cross selling
- Serent collaborated with the head of sales to restructure the sales compensation plan, territories, and go-to-market strategy to incentivize cross-sell success
- The company performed account targeting analyses to identify and prioritize customer accounts for cross sell outreach
OUTCOMES
Franconnect was able to dramatically increase MRR from existing customers by driving increased adoption of products