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Fourth Case Study

Fourth is the leading solutions supplier to the hospitality industry whose Software as a Service helps over 1,100 global customers manage their costs and optimise their profits.

The project

Expand were introduced to Fourth by another Insight Venture Partners portfolio company, this didn’t mean we automatically won the business. Once we had shown Fourth that we were committed to the project, shared similar values and understood their business they felt that we were the best company to hire their new VP Sales and support the growth of their sales organisation.

We agreed on optimistic timelines and worked with the Insight Onsite team to build a robust recruitment process.

What was important?

Getting the Job Specification right

Expand interviewed each stakeholder to understand what “great” would look like to them and then worked with Insight Onsite to ensure it conveyed the right message to the market while enabling us to sell the opportunity correctly from the start.

Targeting the right candidates

To mitigate the human risk, we devised a two-step qualification process. We developed a set of competency-based questions aligned to the job specification that would give a numerical value on each of the seven areas of experience that we felt were essential to this hire.

We ran a robust and thorough interview process which enabled us to find six exceptional candidates. Each candidate was asked every question during three separate first stage interviews and marked out of five. Then a weighting applied to each area to provide a rating.

Secondly, we injected science into the process by using an online predictive testing tool to assess mental acuity, bias towards information, team creation, team motivation, coaching, problem-solving and selling maturity. The tool was built using data gathered from sales leaders within the Insight Ventures portfolio that can predict sales leadership performance.

Giving the decision maker choice

The objective of the recruitment process was always to provide a qualified list of credible candidates to the CEO of fourth so he could understand what was available in the market and make an informed decision.

Results and feedback

The right hire was made within seven weeks and we look forward to continued collaboration with Fourth.

“Richard was able to quickly understand our business’s needs in relation to hiring our new VP Sales. He provided constant support throughout the process and was always available to discuss the progress of the search.” – COO, Fourth.

Need help with your 2017 hiring strategy? Email Richard Edwards today.

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