Maximilian Greschke, Founder and CEO of Recare, shared his company's journey and the pivotal role of Sales Playbook in their transformation. Recare is a SaaS provider for hospitals, optimizing discharge management and post-discharge care coordination. Approaching Series B, Recare needed to transition from aggressive market share acquisition to sustainable growth through upselling and cross-selling. The organization faced a critical juncture: internal stakeholders had departed, leaving operational and sales gaps that required immediate attention.
PAIN
Maximilian identified significant pain points:
- Leadership Gaps: Key sales and operations roles were vacated, forcing him into an intensive “founder sales” mode, detracting from his ability to focus on strategic company growth.
- Misaligned Sales Strategy: Recare’s existing sales approach prioritized new customer acquisition, which was misaligned with their growth goals.
- Time Constraints: In the fast-paced world of venture-backed startups, delaying organizational changes risked derailing Series B preparations.
- Need for Expertise: Recare required an experienced professional to lead the organizational shift immediately, avoiding a lengthy recruitment process.
IMPACT
Sales Playbook delivered tangible and transformative impact:
- Strategic Restructuring: Implemented an effective organizational model to transition Recare's sales focus toward cross-selling and upselling, setting the stage for sustainable revenue growth.
- Leadership Reinforcement: Christoph Schittny stepped in as interim CRO, swiftly took charge, and provided critical leadership. By February, he transitioned into a full-time role, demonstrating mutual trust and commitment.
- Operational Efficiency: By streamlining processes and restructuring teams, Max regained valuable time to focus on strategic goals rather than day-to-day operations.
- Revenue Growth Potential: Enabled the development of a robust bottom-up sales plan targeting 100% year-over-year recurring revenue growth by 2025.
- Capital Efficiency: Positioned Recare to scale towards eight-figure ARR with significantly less funding than typical venture-backed startups.
CRITICAL EVENT
The urgency of preparing for Series B by year-end demanded immediate action. Sales Playbook responded with unmatched speed:
- Rapid Deployment: Within days of the initial meeting, Christoph was fully embedded, guiding Recare through its transformation.
- Time-Sensitive Execution: By December, the reorganization and pre-planning were completed, avoiding delays that could jeopardize growth.
DECISION CRITERIA
Recare chose Sales Playbook over alternatives like headhunters or lead-gen agencies based on:
- Credibility: Sales Playbook's proven expertise, evidenced by thought leadership and recommendations, resonated with Recare’s vision of modern, process-driven, scalable sales.
- Speed and Agility: A headhunter would have taken months to fill key roles, whereas Sales Playbook offered immediate senior-level support.
- Trust and Human Connection: Max valued the energy and integrity brought by Sales Playbook, emphasizing the importance of relationships that energize rather than drain.
CONCLUSION
Recare’s collaboration with Sales Playbook exemplifies a highly efficient and impactful sales transformation. Through trust, expertise, and rapid execution, Sales Playbook empowered Recare to pivot its sales strategy, unlock growth potential, and prepare for Series B with confidence. Max’s words highlight the collaboration’s essence: “The work gave energy rather than taking it, and ultimately saved time while building a sustainable future for Recare.”
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