Sector:
Commercial Services
Service Lines:
Commercial Excellence
Client Situation
A Private Equity-backed communications software and services company was struggling and needed help to accelerate its growth. The company’s revenue slowed recently amidst aggressive competitors. It was preparing to launch new services to get back on track but needed to better understand its customers and improve its Go-to-Market approach.
How We Helped
Developed a detailed fact base on the company’s performance – customers, attrition, sales, cost to serve, margins, sales rep performance, offerings, etc.
Defined a new customer segmentation approach that described more clearly where the the company was successful and where it needed to improve its customer targeting and overall performance
Analyzed the company’s end markets and relative position with customers vs. competitors
Developed several options to improve its Go-to-Market approach that would address shortcomings landing new customers, grow current accounts and improve its position in several end markets
Iterated with management on a preferred approach and developed an implementation plan to move forward
Result
Client implemented new Go-to-Market approach and successfully improved its sales trajectory