Expansion pressure
Hiring ahead of collections
A team scales customer success and delivery after a strong sales quarter,
but receivables lag. The result is a short-term cash squeeze that
forces reactive decisions and weakens trust in leadership plans.
We introduce hiring gates linked to weekly cash headroom
and create a “capacity-to-cash” alignment view that clarifies timing.
Margin drift
High-volume channel, low-quality profit
The loudest channel grows fastest, so it becomes the default focus.
Over time, support load and fulfilment complexity rise,
quietly diluting contribution even as revenue looks impressive.
We rebuild the channel narrative around cost-to-serve
and define which volume is genuinely worth defending.