Bill Canady created a Head of Commercial Analytics role reporting to the CFO with authority to kill unprofitable deals. In one quarter, the position generated $6 million in incremental EBITDA through a discount ledger that eliminated money-losing contracts.
They collapsed 2 roles. They recut 3 others around segments instead of geography. And they created one, a head of commercial analytics reporting to the CFO with a standing slot in the quarterly review and the right to put items on the kill list. Call it a $200,000 job. In the first year, that role produced a discount ledger and the discount ledger produced roughly $6 million of new, fresh, shiny EBITDA in a quarter. That's the profit. That's what the role is worth, because when somebody gives it authority and then backs it in the room.
