Chief Growth Officer at Odda Digital Systems: shorter sales cycles
Twelve months as on-site Chief Growth Officer at Odda Digital Systems for PwC: found the growth bottlenecks, set a growth strategy and executed it, from new positioning and a subscription licence model to automated campaigns and better onboarding. Sales cycles were cut in half and trial-to-customer conversion rose 30%.
My contribution
Worked twelve months on site as Chief Growth Officer: identified the growth bottlenecks, set the growth strategy, and led the initiatives from positioning and the subscription licence model to campaigns, prospecting and product onboarding.
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Situation
Odda Digital Systems (ODS) is a Norwegian technology company and a Slingshot alumnus. It wanted to grow faster and needed to find what was holding growth back.
Task
Find the major growth bottlenecks, set a strategy to remove them, and execute it with the team.
Action
Architecture
Bottlenecks first. The work started by finding where growth stalled across the funnel, from awareness to trial to paying customer, then ranked the initiatives that would remove each bottleneck.
A recurring revenue model. The business model moved to subscription licences.
Implementation
- Product and brand positioning, renewed.
- Subscription licences as the new business model.
- Marketing and sales campaign automation.
- Better prospecting, focused on the right accounts.
- Brand awareness and lead generation campaigns.
- Product onboarding that takes trial users to value faster.
Verification
- Sales cycle length and trial-to-customer conversion measured before and after.
Result
- Sales cycles cut in half.
- +30% trial-to-customer conversion rate.
- A subscription licence model in place.
Skills evidenced
- Growth leadership on site as Chief Growth Officer.
- Business model change to subscription licences.
- Positioning, campaigns and automation across the funnel.
- Onboarding design for trial conversion.
Portable lessons
- Fix the bottleneck, not the whole funnel. Ranking bottlenecks kept a small team on the work that mattered.
- Onboarding is part of sales. Trials convert when users reach value early.
Want to discuss the decisions behind it?
Over fifteen years of consulting and growth, and hands-on AI delivery from discovery to daily operations. I can share my CV and talk through how I connect business outcomes with systems that run.
Available for a chat. In person in Stavanger, or remotely worldwide.