The Revenue Vault: Inside the minds of sales leaders who build unstoppable revenue engines.
Jul 20, 2026 · 18 min · 11 segments
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Bruno LecoqGuest
Marcus ChanHost
BMO is a cybersecurity firm doing 10 million a year, closing fast, small deal, about $19,000 for each deal.
Revenue's up to 16 million ARR, which is a 60% increase while driving up margins.
They rebuilt the sales motion around one system, phase one through phase eight, and took their win rate on their biggest deals from 5% to 25%.
Just this past February, they even closed a $1.2 million deal, the biggest in the company's history.
Now, I just sat down with BMO CEO Bruno Lecoq to break down exactly what they changed.
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BMO is a cybersecurity firm doing 10 million a year, closing fast, small deal, about $19,000 for each deal.
Revenue's up to 16 million ARR, which is a 60% increase while driving up margins.
They rebuilt the sales motion around one system, phase one through phase eight, and took their win rate on their biggest deals from 5% to 25%.
Just this past February, they even closed a $1.2 million deal, the biggest in the company's history.
Now, I just sat down with BMO CEO Bruno Lecoq to break down exactly what they changed.
