2026 revenue vs. plan
- Q2 quota $910K
- Q2 actual $1,368,765 · 150%
- First-half plan $1.82M
- First-half actual $2.38M · 130%
Results / Case study
BMI Imaging Systems
A 68-year-old company sliding from $13.5M toward $10M did not have a lead problem. It had a middle-of-the-funnel problem. Six months in: Q2 closed at 150% of quota, and every rep is over target.
150%
Q2 2026 revenue vs. quota, $1,368,765 against $910,000
+$555K
First half over plan, 130% of the $1.82M target
$6.15M
Stale and fiction pipeline honestly cleared, the forecast is believable again
80
Inbound leads in 30 days, the highest on record in company history
About BMI Imaging Systems
BMI has been digitizing the paper backbone of California institutions since 1958: document scanning and digitization for government, higher education, and enterprise clients. A 68-year-old brand, a veteran sales team, hundreds of inbound leads a year, and revenue that had slid from a $13.5M peak to roughly a $10.2M run rate. The mandate: own the revenue outcome, $12M minimum, $14M stretch.
The diagnosis
A full-day on-site discovery, five recorded team assessments and a three-hour CEO strategy session, found the real leak: the middle of the funnel. Analysis of calls and emails documented 218+ instances of passive selling, “I’ll let you know” accepted at face value, and a pipeline carrying years of fiction, deals “waiting” since 2015. In one line: not a lead problem, a behavior and systems problem.
The work
A 12-month fractional CRO/CMO seat at 15–20 hours a week: an 8-stage Sales Operating System rebuilt in Salesforce and adopted by 30-year veterans in one quarter, evidence-based monthly pipeline reviews, a forensic rebuild of the marketing engine, AI workflows that cut proposal turnaround from a month to three days, and CliftonStrengths-based team development, all exit-focused by design.
The outcome
Q2 closed at 150% of quota and the first half at 130%, $555K over plan, with all three reps over target. When a 35-year veteran retired mid-quarter, his $2M+ book transferred to three reps in 48 hours, and the quarter still hit 150%. The system now runs largely without the consultant: the CEO ships his own upgrades, and hygiene reports read “nice work” instead of escalations.
Will Whitney
President & CEO, BMI Imaging Systems •
Sunnyvale, CA · Founded 1958
Everything built, eight months in
15–20 hours a week. A revenue engine the company keeps.
Evidence contract
How to read the record.
Select an evidence view. Every record keeps its unit, period, baseline, source, and context attached.
Quota attainment
- Q2 quota $910K
- Q2 actual $1,368,765
- Attainment 150%
Build index
- Sales pipeline 8 stages with exit criteria
- Playbook 33 pages
- Proposal turnaround One month to three days
Operating receipts
- Pipeline cleared $6.15M stale and fiction pipeline
- Book transferred $2M+ in 48 hours
- Inbound record 80 leads in 30 days
2026 revenue vs. plan
PlanActual
Q2
$910K quota → $1.37M, 150%
$910K quota → $1.37M, 150%
H1
$1.82M plan → $2.38M, 130%
$1.82M plan → $2.38M, 130%
Source: final June QRAC reports via the July 2026 pipeline review executive summary and the August 2026 board update.
The receipts
Month 8 of a 12-month engagement
3 of 3
Reps over quota: 192%, 145%, 112%
3 days
Proposal turnaround, down from a month
~240
Pages on page one within two months
48 hrs
To transfer a retiring veteran’s $2M+ book
H1 alone finished $555K over plan, more than 2x the full-year engagement investment, before Q3–Q4 compounding. $12M minimum, $14M stretch: that is still the number.
This is the best presentation on Sales & Marketing I’ve seen in the history of our company.
Head of the Board, BMI Imaging Systems, a company founded in 1958
“Nick’s objective when we hired him, he said, I want 12 million minimum for the company. So you take four people, there it is. There’s the number.”
Will Whitney, President & CEO, at the Sales Operating System kickoff
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Figures are drawn from client dashboards, CRM exports, and recorded working sessions, shared with client permission; team, market, and product context contributed to every outcome. Periods are stated with each figure. See the disclaimer for how results should be read.