VintageView

VintageView was founded in 2001 in Castle Rock, Colorado, with the mission to provide innovative wine-racking solutions and cultivate inspired growth in their people.

During their 2017/2018 business year, their market grew increasingly competitive, and they struggled to grow revenue. 

The CEO soon recognized that there were some significant roadblocks within his company:

1. The 3 inside sales reps lacked sales effectiveness and weren't driving the maximum potential revenue on each opportunity. 
2. He noticed that their systems and processes weren't documented or built with much rhyme or reason other than "this is the way we've always done it." 

He wanted to grow and scale VintageView but wasn't sure how to achieve his goals. Plus, the company had three years left on its patent, and he knew something needed to change if they were going to capitalize on the remaining time. 

VintageView hired House of Revenue^® to help the CEO achieve his vision of scaling the company and growing its revenue. 

We started our process by analyzing 3 years of sales revenue numbers across all divisions by state and territory: e-commerce, residential, direct commercial sales, and dealer sales. 

Within a week, we noticed that assigned quota and territory market opportunity discrepancies were causing the roadblocks. To tackle these inconsistencies, we:

• Executed a complete overhaul of territory mapping and rep assignment.
• Implemented new sales processes and methodology.
• Established the VintageView customer lifecycle.
• Defined the steps of what converts a lead to a MQL to a SQL to closed business.
• Were hired to act as the fractional VP of Sales. 

Within 9 months, House of Revenue® was able to accomplish the following as the fractional VP of Sales:

• Developed a systematic approach to driving revenue by working alongside the company's management team (operations, finance, product, and marketing).
• Hired and trained several new sales team members, including a sales coordinator, three sales development representatives, and two account development managers.
• Recruited and onboarded a Director of Sales to replace House of Revenue® when our engagement ended. 

Once onboarded, we partnered with the new Director of Sales on a part-time contract to continue driving growth. We also tackled additional projects for the CEO on the dealer (channel) side of the business and converted the CRM system froWe concluded services at 16 months, but we continue to provide sales training as needed.