Pandell: from 10% growth
to an acquisition-ready business

Pandell had a proven product, 500+ energy company clients, and a team of 150. Revenue growth was holding at 10% per year and CEO Greg Chudiak wanted to push that to 30%. Past consultant engagements had been poor investments — too much time educating them, too little specific guidance back. What Pandell needed was someone with deep B2B SaaS operating experience who could align and mobilise teams, not deliver a deck.

• Revenue forecast rebuilt bottom-up — a baseline model combined with an optimised forecast showing exactly what hitting 30% would require in terms of hires and system improvements.
• CRM consolidated — a needs assessment identified the right path from a fragmented homegrown-plus-third-party setup to a single system, with a clear implementation roadmap and the reporting capabilities to support real forecasting.
• Sales pipeline redefined end-to-end — new stage definitions, entry and exit criteria, and clear ownership across the revenue team. Every leader upskilled to think in ARR terms, not as siloed support functions.

Pandell left with a clear, data-grounded blueprint for hitting 30% growth and a revenue team aligned to execute it. The CEO was freed from operational detail. The company was subsequently acquired by ESG Global.