BrightRoute is a mid-market B2B SaaS company that provides route planning and dispatch software to regional logistics fleets. The company has $48M ARR, serves 1,200 customers across North America, and has grown quickly through product expansion and two small acquisitions. Growth has slowed from 32% to 18% YoY, and EBITDA margin has fallen from 11% to 6% over the last 12 months. The COO has hired you as the new Head of Strategy and asked for a 90-day plan to identify new efficiency opportunities across the business without disrupting customer retention or near-term revenue.
Leadership believes there is meaningful inefficiency across go-to-market, customer support, and internal operations, but there is no shared fact base on where the biggest opportunities are. Some executives want immediate cost cuts; others argue the company should first diagnose process bottlenecks and reinvest savings into growth. Your task is to determine where to look first, how to size the opportunities, and what actions should be prioritized in the first 90 days.
| Metric | Current | 12 Months Ago | Notes |
|---|---|---|---|
| ARR | $48M | $40.7M | Growth decelerating |
| EBITDA margin | 6% | 11% | Margin compression despite scale |
| Sales & marketing spend | $16.8M | $12.6M | 35% of revenue vs. 31% prior year |
| Gross revenue retention | 86% | 89% | Support tickets and onboarding delays increased |
| Average implementation time | 63 days | 41 days | Post-acquisition process complexity |
| Additional operating details: |
