He was sixty days into his new role when Brian McClintock tells us he realized the company’s monthly “profit” was actually a million-dollar loss. As the CFO reviewed the financials, he discovered that each rosy figure concealed a troubling truth. For many executives, panic might have followed. Instead, McClintock’s response underscored a key principle: remain calm and stay focused on data-driven solutions.
Read MoreAs he dug deeper, a misalignment of actual costs and revenue assumptions emerged, revealing the precarious financial situation that demanded immediate action. Determined to right the ship, he mapped a bold course, recommending a strategic acquisition that would fortify cash flow and support operational improvements. “We had to leverage operational insights along with our existing relationships,” McClintock explains, adding that his experience in complex telecom environments allowed him to see beyond the numbers. The result was rapid transformation. Within a year, the company went from losing seven figures each month to generating a million dollars in monthly EBITDA—proof of the CFO’s insistence on purposeful change.
Now at Fusion Connect, McClintock regards telecom as more than a collection of data pipelines, emphasizing the customer experience metrics that “drive business health in a saturated market,” he tells us. Drawing on his private equity partnerships and operational background, in this episode he zeroes in on vital KPIs—like churn and bookings—to galvanize cross-department collaboration.
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“Understand how the business works through the lens of financial statements from an operational (quote-to-cash) perspective. This vantage point will enable you to identify both positive and negative leading indicators, helping you navigate the business efficiently and profitably. Think big picture, and let the details keep you grounded.” – Brian McClintock, CFO, Fusion Connect
CFOTL: “Brian, tell us about Fusion Connect? What sets it apart as a solutions provider?”
McClintock: So Fusion Connect is… it’s a (cloud communications) solutions leader and a managed service provider. What does that really mean? We help customers with their business connectivity, networking, and unified communications by providing great customer service and support. We essentially take the headache out of that part of their infrastructure. I think one of our advantages is that many companies in our industry outsource (these roles) overseas for customer service and delivery.
We made a conscious decision to pull back from that and do everything (with an) American-based (team). It may cost a little more upfront, but overall it’s cheaper because, in a competitive, saturated market, customer experience is extremely important. We’re now driving great customer experience metrics, and we’ve seen them rise since bringing these positions back (to the U.S.).
Fusion Connect | www.fusionconnect.com | Atlanta, GA