CASE · PE-BACKED COMMERCIAL LAUNDRY + LINEN · SOUTH FLORIDA · FOUR PLANTS · 500+ ACCOUNTS
From gut feel to governed pipeline.
An interim sales leadership install inside a sponsor-backed platform. Six months from baseline to a running system.
THE SITUATION
Not a demand problem. A steering problem. The pipeline lived in one spreadsheet with no stage definitions and probabilities set by feel, closed accounts still coded at 100%. Leadership personally closed $1M a year on 20% of its time. A 134-account hotel target list sat with zero outreach sent. Churn ran $500K+ in a single quarter.
The value creation plan priced 10% organic growth into the exit. The system to steer it did not exist.
THE RESULTS · SIX MONTHS, BASELINE TO JULY 2026
Seven moves, one system.
01 · PIPELINE OPERATING SYSTEM
S1 to S8 stage definitions, fixed probability logic, per-rep trackers, and a master rollup dashboard. Bi-weekly review cadence. Live.
02 · RECONCILIATION
Entity normalization across four operating companies recovered 11 deals and $3.2M the rollup was silently dropping. Locked.
03 · LEAD ENGINE
ICP scoring, an 894-record suppression master, sourcing, enrichment, and sequenced outbound end to end. Small, owned, scored, recurring.
04 · HOTEL TARGET UNIVERSE
134 named properties with room counts and ownership contacts, staged for the dedicated hotel seat.
05 · CAPACITY COVERAGE MAP
Every pipeline dollar mapped to the plant serving it. One facility roughly 5x oversubscribed, three under 15% utilized. The capital case, framed for the board.
06 · CROSS-SELL PROGRAM
Driver-channel blitz, bilingual field materials, and a scored team competition. Shipped.
07 · AI ENABLEMENT LAYER
A client-owned AI workspace generating proposals, RFP responses, account briefs, and battlecards. Leadership operates it. Live.
08 · EXECUTIVE SCORECARD
Six dimensions, rescored quarterly. Every quarter names the next three moves.
THE RESULTS
$13.3M
PIPELINE, UP FROM $8.3M. +60% IN SIX MONTHS
95
OPPORTUNITIES, EVERY ONE STAGED AND WEIGHTED BY DEFINITION
$3.2M
RECOVERED INTO BOARD-LEVEL REPORTING
1.6 → 2.8
SALES MATURITY BLEND, FIVE-POINT SCALE, SIX DIMENSIONS
Named one of four approved suppliers on a global hotel flag’s statewide program, with the contract in final legal review. A path to roughly 100 in-state properties. New logos staged and advancing: a five-star beachfront resort north of $1M annually, a luxury brand’s residence hotel in late stage, and an eight-location restaurant group.
A governed pipeline the sponsor can steer, six months from baseline.
THE MODEL
Installed, then operated until it compounds.
MXL doesn’t deliver a binder. We install the system: ICP, lead engine, CRM, cadence, coaching. Then we operate it alongside the team until it compounds without us.
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THE DIAGNOSTIC IS $15,000 · THREE WEEKS · CREDITS TOWARD THE FIRST INSTALL