Prepared for Christopher Rains · Chief Revenue Officer · Casella Waste Systems
Turning acquisition scale, Lead-to-Cash and Dynamics 365 into measurable commercial outcomes.
Presented by Jason Wickman · Agilidy
The Headline Number
25 basis points of improved commercial execution at ~$2.1B revenue.
Illustrative scenario — not a forecast
The Context
Based on Casella's public strategy, disclosures and current hiring signals
80+
acquisitions completed since 2018, ~$2B deployed
$1B+
of acquired annual revenue added
~$2.1B
2026 revenue guidance, ~16.9% Q2 growth
And, in parallel
Our hypothesis: these are not isolated hiring needs — they are the components of one commercial operating system.
The Distinction That Matters
The same acquisition can be fully integrated technically and still be commercially invisible
Systems Integration
Commercial Integration
How quickly does acquired revenue become fully visible, actionable and optimized as Casella revenue?
We would propose a repeatable D365 Acquisition Integration Playbook so the answer is measured in days, not quarters.
Where the Value Lives
Four opportunity hypotheses we would validate in the first 30 days — illustrative scenarios, not forecasts
PRICE REALIZATION
Casella already prices with discipline. The opportunity is tighter connection between CRM, pricing governance, contracts, renewals, exceptions and seller actions.
10 bps ≈ $2.1M · 25 bps ≈ $5.25M · 50 bps ≈ $10.5M
CUSTOMER RETENTION
Acquisitions, price changes and system migrations create transition risk. Score customers where several risk signals appear at the same time.
0.25% protected ≈ $5.25M · 0.50% ≈ $10.5M · 1.00% ≈ $21M
ACQUISITION INTEGRATION
Compress the time between deal close and full commercial visibility — pricing, renewals, risk and ownership — across ~$165M of 2026 acquired revenue.
Value compounds across every future acquisition
CUSTOMER EXPANSION
Next Best Casella Solution across collection, disposal, recycling, organics and Resource Solutions, ranked for each customer.
Quantified cross-sell recommendations delivered to sellers
We are not claiming this revenue is being lost today. The objective of the first 30 days is to determine whether the real opportunity is $2M, $5M, $10M or more.
The Operating Model Shift
Reporting is not the end state — insight only creates value when it reaches a decision
Today's Path — Reporting
Future Commercial Operating Model
What This Sounds Like Inside Casella
Dynamics 365, Power Platform, AI agents and Vibe365 appear here as enablers — the competitive advantage is not seeing the problem faster, it is acting on it faster.
The CRO View
A CRO Command Center built to drive decisions, not to report activity
CRO Command Center
REVENUE
CUSTOMER
SALES
ACQUISITIONS
EXECUTION
Every measure carries an owner, a threshold and a next action — signals route to people, not to a report.
Why Speed Matters
Both models can deliver quality work — they mobilize at very different speeds
Traditional Consulting Mobilization — Steps 1 to 10
1
BDR
2
Account Executive
3
Pre-Sales
4
Discovery
5
Architecture
6
Proposal
7
Contract
8
Staffing
9
Kickoff
10
Delivery
Agilidy · Jason Wickman
Casella could be seeing results before a traditional engagement has finished mobilizing.
The Program
Casella Commercial Acceleration Program — a focused 90-day executive sprint turning Lead-to-Cash into measurable revenue outcomes
DAYS 1–30
Find the Money
Jason personally leads. Map the commercial Lead-to-Cash process. Interview Sales, Marketing, Customer Care, RevOps, Finance and IT. Baseline metrics, pricing exceptions, retention risk, acquisition integration, pipeline and cross-sell.
GATE: Top 3 quantified commercial opportunities
DAYS 31–60
Build the Operating Model
Focus only on the highest-value opportunities: CRO Command Center, KPI framework, standardized lifecycle, acquisition integration playbook, pricing governance, customer-risk model, AI-assisted workflows. Vibe365 accelerates D365 work.
GATE: Operating model and 2–3 use cases selected
DAYS 61–90
Prove the Outcome
Deploy the prioritized use cases and measure actual results: baseline vs. outcome, adoption, business owner, ongoing measurement. Jason also assists with recruiting the permanent D365 / Sales Operations team.
GATE: Measured result and a decision to scale
Each phase ends in an explicit decision gate — Casella can stop, adjust or scale with full information.
One Accountable Leader
25+ years Microsoft CRM / Dynamics 365
Former Microsoft; helped bring D365 for Sales to market. Deep platform + commercial strategy.
Sales leadership
Not just technical depth — VP Sales experience and division-level GTM ownership.
AI and Vibe365
Hands-on with agents and Vibe365; builds working AI into the operating model.
Permanent team building
Recruits the D365 / Sales Operations team from an established network — knowledge transfers in as the work proceeds.
What Jason Personally Does
Specialist expertise in Sales, Marketing, RevOps, Customer Experience, Microsoft / D365, AI agents and permanent recruiting — added only when the work requires them.
The Offer
What Is Included
Starting As Low As
$10K
per month · 3-month initial commitment
Low commitment. Senior accountability. Immediate start. No large consulting team to mobilize, and knowledge transferred into Casella as the work proceeds.
Next Step
30-minute executive working session
Don't replace Casella's hiring plan. Accelerate it — produce results while building the permanent team that will sustain them.
© 2026 Agilidy · Prepared exclusively for Casella Waste Systems · Confidential