Scale
Case Study: Supporting Leadership Expansion for a Rapidly Growing U.S. SaaS Company
Client Background
A fast-growing U.S. SaaS company faced significant challenges as it expanded its operations in APAC. The rapid growth put immense pressure on the company’s ability to hire quickly and effectively, with some critical regional leadership roles remaining unfilled for over six months.
Challenge
The company was struggling to find the right leaders to drive its next phase of growth, with several key issues:
Consultative Sales Approach: The company’s solutions required a highly consultative sales approach, which was not fully understood by many candidates, who tended to rely more on relationships than on solution-based selling.
Cultural Perception: There was a widespread market perception that the company had a “hire and fire” culture, which made it difficult to attract top talent.
Unfilled Key Roles: Several regional leadership positions had been open for over six months, with more than 30 candidates interviewed for some roles without success.
Talent Scalability: Not all current team members were equipped to grow with the company, necessitating new leadership that could scale the business effectively.
Solution
We partnered closely with the company’s business and HR leaders to diagnose the underlying issues. This involved:
In-depth Analysis: We spent significant time understanding the reasons behind high turnover, the specific criteria for successful candidates, and the leadership qualities needed to support the company’s rapid growth.
Strategic Hiring Campaign: Given the urgency, we designed an intensive hiring campaign with strong commitment from both the client and our team. This included a focused search for candidates who not only met the technical and leadership requirements but also aligned with the company’s cultural needs and long-term vision.
Extended Partnership: Beyond filling the immediate roles, we positioned ourselves as an extended arm of the organization, continuously supporting the company’s expansion by hiring for additional positions such as country managers and industry leaders.
Result
Our targeted approach yielded rapid and effective results:
Key Roles Filled: Within one month, we successfully closed both critical regional leadership roles that had been open for over six months.
Ongoing Support: We continued to support the company’s growth by filling other essential roles, ensuring the company had the leadership needed to scale effectively.
Cultural Shift: By finding leaders who understood the consultative sales approach and could address cultural concerns, we helped shift the market’s perception of the company, making it more attractive to top talent.
Business Value
The timely placement of strong leaders was pivotal in enabling the company to sustain its rapid growth and overcome the challenges of a fast-paced market. Our ongoing partnership allowed the company to maintain its momentum, successfully scaling its business and solidifying its leadership team across the region.
Alice possesses an acute ability to assess competencies, coverage, and cultural fit, ensuring the right match every time. The cost of a wrong hire is substantial, and Alice's expertise significantly mitigates that risk.
Alice is, without question, one of the most exceptional search professionals in the APAC region. In every engagement I've had with her, she has proven to be an invaluable partner, deeply committed to understanding the strategic needs of my business. Her approach goes beyond merely filling roles—she invests the time to grasp the nuances of the company future roadmap, team composition, and the precise profile required for success. Alice’s strong dedication to finding the right fit is evident in how she carefully balances the needs of both the company and the candidate. Her commitment to excellence and her pride in delivering the highest standards are second to none. What truly sets Alice apart is her mastery of process management. In a competitive market where securing top talent can be a challenge, her ability to manage every aspect of the recruitment process becomes the decisive factor. This level of expertise is often the game changer in ensuring you secure the talent you need. Additionally, Alice’s handling of confidential searches has been exemplary. Her discretion and professionalism in managing sensitive information instilled confidence and ensured the process was both secure and effective. With a comprehensive understanding of the talent landscape, Alice possesses an acute ability to assess competencies, coverage, and cultural fit, ensuring the right match every time. The cost of a wrong hire is substantial, and Alice's expertise significantly mitigates that risk. It’s no surprise that she fosters enduring, trusted relationships with everyone she works with.
SVP APJ
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