Building a Scalable, Software-First Business in a Rapidly Expanding Market
When Clarity RFID was carved out and acquired by Volaris Group in September 2025, it represented a business with strong technology, global customers, and clear market demand, but one that had yet to fully realize its potential as a standalone software company.
Today, Clarity RFID is undergoing a disciplined transformation – evolving from an under-optimized business unit into a focused, scalable platform positioned to capture growth in the rapidly expanding RFID-enabled retail market.
A Strong Product, Hidden Potential
Clarity RFID provides item-level RFID inventory solutions for retailers, enabling real-time visibility, improved accuracy, and operational efficiency across the supply chain.
Prior to acquisition, the business operated within a larger manufacturing organization, where its role was primarily to support hardware (RFID tag) sales. While the software itself had strong adoption and customer satisfaction, it lacked the operational structure, commercial focus, and product maturity required to scale effectively. As a result:
- The business operated with limited process discipline
- Product and engineering lacked a defined roadmap
- Go-to-market strategy was misaligned with evolving SaaS market expectations
- Financial performance was impacted by inefficiencies and overextended cost structures
Despite these challenges, the fundamentals were compelling.
RFID-enabled inventory management is gaining traction globally, and Clarity had a proven product with strong customer adoption. We saw a clear opportunity to unlock that potential with the right structure and focus.
– Caroline Calhoun, Retail & Supply Chain Group Leader
Why Volaris: A Long-Term Operator with Software Expertise
For the seller, divesting Clarity RFID enabled a sharper focus on core manufacturing and data-driven solutions.
For Volaris, the opportunity was clear: apply its proven operating model to transform a high-potential software asset.
Key differentiators included:
- Deep expertise in operating vertical market software businesses
- A long-term, buy-and-hold approach
- A structured framework for performance, accountability, and scalability
- A strong focus on people development and operational discipline
Establishing Foundations: From Fragmentation to Focus
When Michael Quimby joined as General Manager following the acquisition, the initial priority was clear: build operational rigour from the ground up.
There wasn’t a lot of process or discipline in how the business operated. Establishing that foundation was the first critical step.
– Michael Quimby, General Manager, Clarity RFID
First 90 Days: Stabilization and Assessment
In the first 90 days, the team focused on building a deep understanding of the business—its technology, customer base, and overall market positioning. This initial phase was critical in validating the original investment thesis and refining where the greatest growth opportunities existed.
At the same time, the leadership team reassessed the ideal customer profile and go-to-market approach to ensure alignment with current market dynamics. A thorough review of the organization also helped uncover structural inefficiencies that had previously limited performance.
Together, these efforts established a clear foundation for the transformation that followed.
Driving Transformation Across the Business
1. Repositioning the Commercial Model
A key shift was moving from an outdated licensing model to a SaaS-first approach:
- Transition from high upfront licensing to recurring revenue models
- Introduction of competitive pricing and packaging
- Alignment of sales incentives with profitability and long-term value
This change immediately improved market competitiveness and increased participation in RFP shortlists.
2. Building a Scalable Go-To-Market Engine
To support growth, Clarity RFID:
- Hired a dedicated marketing leader to build brand awareness
- Implemented CRM and marketing automation systems
- Defined and targeted ideal customer profiles
- Launched structured digital and outbound campaigns
As a result, the business is now generating:
- Increased inbound interest
- More qualified leads
- Higher RFP participation and conversion opportunities
3. Operational Discipline and Process Standardization
Across the organization, new systems and structures were introduced:
- Defined sales methodology and pipeline management
- Creation of a structured price book aligned with cost and margin targets
- Transformation of professional services into a revenue-generating function
- Introduction of centralized systems for contracts, data, and reporting
4. Product and Engineering Alignment
Previously driven by ad hoc requests, engineering is now guided by:
- A defined product roadmap
- Prioritized development based on revenue and market opportunity
- Structured resource allocation and decision-making frameworks
5. Organizational and Cultural Evolution
One of the most significant changes has been cultural. The business transitioned from a loosely structured environment to a performance-driven organization:
- Introduction of job descriptions and role clarity
- Implementation of scorecards and measurable goals
- Alignment of accountability with outcomes
While the transition has required adjustment, it is establishing a foundation for long-term success.
For many employees, this was a fundamental shift – from a freeform environment to a performance-led culture.
– Michael Quimby
Leveraging the Volaris Ecosystem
The transformation has been accelerated by access to experienced operators and portfolio leaders, as well as proven playbooks and benchmarking frameworks that guide decision-making. In addition, centralized support across finance, HR, and legal functions has enabled the team to move confidently, while strong financial backing has provided the flexibility to execute both restructuring initiatives and growth investments.
Having leaders who have been through this process before made a significant difference in how quickly we could move and make decisions.
– Michael Quimby
Unlocking Growth in a High-Potential Market
Unlike many turnaround scenarios, Clarity RFID is not solely a cost optimization story—it is fundamentally a growth opportunity. The RFID market continues to expand rapidly, driven by:
- Increasing retailer adoption
- Supply chain visibility requirements
- Mandates from major global retailers
With improved positioning and execution, Clarity RFID is now seeing:
- Increased pipeline activity
- Higher conversion rates
- Stronger market competitiveness
We’re in the early stages of unlocking much more predictable growth in a market that is expanding quickly.
– Michael Quimby
Looking Ahead
As Clarity RFID continues its evolution, the focus is clear:
- Achieve sustainable profitability
- Expand market share across global retail segments
- Continue strengthening product and platform capabilities
- Build a high-performance, accountable organization
Perhaps most importantly, the business is proving to be even more promising than initially anticipated.
The business is larger than we expected and has significant growth potential – both in the market and within its existing customer base.
– Caroline Calhoun
A New Chapter of Growth
Clarity RFID’s journey highlights what is possible when strong technology meets disciplined execution. With the support of Volaris Group, the business is transitioning from an under-leveraged asset into a focused, scalable, and growth-oriented software company, well-positioned to capitalize on the future of retail inventory management.
