How MTGA scaled without founder-led sales

MTGA is a leading Australian provider of specialist access solutions, working with commercial and industrial clients across complex, high-risk environments nationwide.

48%
increase

in revenue year on year

51x
MER

Marketing efficiency ratio

284%
increase

in inbound leads

The Challenge

MTGA was growing fast. But as enquiry volumes climbed, the sales model hadn’t kept pace; nearly every deal still ran through the Managing Director, creating a ceiling the business couldn’t grow beyond without burning him out or slowing down.

Sales relied heavily on the founder

The Managing Director was the sales team. Every serious enquiry ended up in front of him. He was across quoting, follow-up, and closing, leaving no capacity to focus on the business itself. It wasn’t sustainable.

Demand was growing faster than sales capacity

Leads were coming in, but falling through the cracks. Marketing was generating more enquiries, but without a structured follow-up process, there was no way to track them, nurture them, or convert them consistently.

Scaling the sales team came with risk

Hiring more staff wouldn’t solve it. Bringing on new salespeople without a documented process meant they’d be learning on the job, inconsistently quoting, following up, and representing the brand. The risk of revenue disruption was real.

Increased marketing would outpace sales capacity

More marketing spend would have made things worse. Spending more on ads without fixing the sales process underneath would have driven more enquiries into a system that couldn’t handle them, burning budget and damaging the brand experience in the process.

Before working with Racket, we had no structured way to follow up with clients, no sales system, no touchpoints, nothing. Racket built that infrastructure from the ground up. Now we have a CRM-backed process that keeps us consistently connected with customers, and the difference in client experience has been night and day. It’s opened doors to new sectors and new regions we wouldn’t have reached otherwise”

-Michael

Managing Director

The Racket
Approach

Within 12 months, we built the sales and marketing infrastructure MTGA needed to grow without depending on Michael to close every deal, from CRM and automation through to brand, content, and team capability.

Clarified the brand to improve lead quality

Repositioned the brand to attract the right clients MTGA’s brand wasn’t clearly communicating the scale and complexity of work they do best. We sharpened the positioning to lead with expertise and credibility in high-risk, complex environments, so by the time a prospect made contact, they already understood the value.

Built a repeatable sales system

Built a CRM-backed sales system from the ground up We implemented a full CRM, documented the sales process end to end, and built automated lead notifications and follow-up sequences so every enquiry got a consistent, timely response, regardless of who handled it. The team was then trained on the system so they could own it independently.

Removed founder dependency

Transferred sales responsibility to the team, without dropping the ball We built accountability into the system itself: automated notifications kept the team on top of every lead, and clear hand-off processes meant Michael could step back from day-to-day sales without a single deal falling through the cracks.

Aligned marketing with sales enablement

Connected marketing directly to the sales conversation We created email sequences, social content, and blog content specifically designed to support the sales process, building familiarity with prospects before first contact, reinforcing credibility during follow-up, and giving the team assets they could use at every stage of a deal.

The Outcome

Sales team expanded without performance decline

New hires operated within a documented system, enabling increased lead volume to be absorbed consistently.
More marketing spend
& Better returns

Marketing activity scaled with a 51x MER, meaning every dollar invested returned $51 in revenue. Output increased without sacrificing the quality of the leads
coming through.
48% revenue
growth

Without the Managing Director in every deal MTGA grew revenue by 48% over the engagement period, along with the MD stepped out of day-to-day sales.

Every dollar MTGA invested in marketing returned $51 in revenue. With a 51x MER, 48% revenue growth and 284% more inbound leads, the numbers tell the story.

How MTGA scaled without founder-led sales

MTGA is a leading Australian provider of specialist access solutions, working with commercial and industrial clients across complex, high-risk environments nationwide.