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
How Lightspeed tripled revenue in 18 months by rebuilding their sales engine from the ground up.
The challenge
$45M Series C closed, but the sales motion was still seed-stage. A 12% close rate and a founder-dependent pipeline.
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
Kora built a complete sales infrastructure for Lightspeed in six months, starting with process and ending with hiring.
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
Lightspeed delivered 3.1x revenue growth in 18 months, beating board targets by six months. Close rates jumped to 34% and the founder was fully removed from day-to-day sales by month four.
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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