Aptitude Software

About the client

Aptitude Software provides software solutions delivering fully autonomous finance, enabling clients to drive growth, efficiency and sustainability.
Fynapse, Aptitude’s intelligent finance data management and accounting platform boosts productivity and lowers costs for finance teams globally. It provides a unified view of finance and business data, with unmatched automation, faster and better insights, user-friendly functionality, and a market-leading total cost of ownership.

The challenge

Aptitude Software was undergoing a business transition, shifting from a traditional software model to a SaaS-based business. The company needed to drive new business growth to support this transformation while ensuring its sales organisation was structured effectively to achieve its revenue targets.

The solution: A comprehensive sales audit

To identify the key areas for improvement, Inspir’em conducted a comprehensive sales audit, assessing:

• Organisational structure and compensation – Evaluating team roles, alignment, and incentives to support growth.
• Go-to-market (GTM) strategy – Ensuring sales focus and resource allocation matched the company’s growth objectives.
• Customer journey – Analysing how prospects and customers engage with Aptitude Software throughout the sales process.
• Sales operations – Identifying the tools, processes, and support required to enhance sales team efficiency.

The outcome

The audit provided the leadership team with a clear roadmap for optimising its sales, marketing and customer success function, including:

• ✓ Refining organisational structure and compensation to align with growth goals.
• ✓ Enhancing the GTM strategy to drive pipeline and new business focus.
• ✓ Improving customer journey mapping to streamline engagement and conversion.
• ✓ Strengthening revenue operations to optimise cadences, leading indicators and execution.
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• With this roadmap in place, Aptitude Software is now well-positioned to scale its SaaS business, drive revenue growth, and maximise sales effectiveness.