CRO & CSO Services Case Study
GT Software
GT Software needed a Fractional CRO/CSO
How GT Software’s leadership team drove a 45% revenue turnaround and put legacy tech back on the offensive.
“TechCXO brought together all aspects of sales — sales, marketing, customer support, and product management — into a revenue-generating engine. Now everyone knows their role in sales.”
— Gary Pratt, CEO, GT Software
Overview
GT Software, now known as Adaptigent, had built a decades-long legacy providing mission-critical mainframe utilities and integration tools to the world’s most data-intensive industries, including financial services, insurance, manufacturing, and government. However, by the time TechCXO got involved, the company’s legacy advantage was showing signs of strain.
The company’s products were strong, but the market was evolving faster than its message, strategy, and pace. Cloud-native challengers were recasting “legacy” as “liability.” GT Software needed a strategic reset: a go-to-market realignment to make its solutions relevant, modern, and revenue-generating. And they needed it quickly.
Challenges
Despite its technical strength, GT Software was feeling the drag of its own market segment:
- The mainframe market was flatlining, with legacy customers churning and limited net-new growth.
- Revenue was contracting, made worse by a product in development that couldn’t justify its resource draw.
- Sales, marketing, and product were disconnected, with no shared definition of ideal customer profiles, no clarity on value delivered, and no operational rhythm across the revenue organization.
Goals
The mandate was clear: reset, refocus, and realign the company around revenue performance.
- Reduce customer churn by understanding real value drivers and plugging service gaps.
- Define the Ideal Customer Profile (ICP) to optimize product-market fit and go-to-market efficiency.
- Rebuild marketing and lead gen to generate a pipeline that matched the true value of the platform.
- Realign the sales team to improve close rates and create a scalable system for success.
Solutions
Enter Bruce Kopkin, a seasoned TechCXO partner, who embedded with GT Software as interim Chief Revenue Officer (CRO). Bruce brought a systems view of revenue, a rare blend of operational precision and strategic alignment that helped quickly rewire GT Software’s commercial engine from the inside out.
His key initiatives included:
Customer Success reboot: Hired a Customer Success Manager to directly interview clients, surface pain points, and quantify impact. These insights became the blueprint for GT Software’s new customer value narrative.
Market and portfolio rationalization: Conducted a market analysis that led to the termination of the non-performing product, freeing up resources for high-value initiatives.
Strategic partnerships: Deepened alignment with IBM, leveraging their dominance in mainframes to amplify GT Software’s distribution and positioning.
Technology infrastructure: Implemented a new CRM to track pipeline performance, lead attribution, and conversion metrics, finally giving leadership the data clarity they needed.
Bruce brought deep operational and strategic experience in SaaS and enterprise tech to lead the turnaround of GT Software. His integrated view of sales, marketing, and customer success helped transform a company rooted in legacy into a modern, outcome-driven growth engine.
Fractional CRO & CSO
Fractional CRO & CSO who helps B2B tech companies realign revenue strategy, rebuild go-to-market performance, and accelerate growth.
Outcome
With Bruce’s interim CRO leadership and a focused turnaround strategy, GT Software didn’t just reverse the decline; it achieved breakout results within just six months:
- Returned to profitability and positive cash flow
- Grew license revenues by 45%
- Increased margins by 22%
- Improved customer retention from 86% to 97%
- Cut costs 14% by rationalizing the product portfolio, while also lifting customer satisfaction by 8 points
Revenue Rebooted
Strategic clarity, sharper product focus, and improved execution brought GT Software back to growth with license revenue up 45% and margins widened by over 20%.
Position Reframed, Retention Reclaimed
GT Software wasn’t just repositioned in the market, it became indispensable. By reframing legacy tech as a modern integration asset and doubling down on customer success, the company lifted retention from 86% to 97%, boosted satisfaction, and reestablished itself as the essential connective tissue between enterprise mainframes and the modern digital stack.
“TechCXO brought together all aspects of sales — sales, marketing, customer support, and product management — into a revenue-generating engine. Now everyone knows their role in sales.”
- Gary Pratt CEO, GT Software
