Sector:
Industrial and Commercial Services
Service Lines:
Go-to-Market Strategy, Salesforce Effectiveness
Client Situation
A $450M integrated facilities management services company had experienced significant growth in recent years, including several acquisitions
The Private Equity backed company expected growth to continue, both organically and through acquisition, and needed to adjust its Go-to-Market Strategy and improve the productivity of its salesforce to support this
How We Helped
Developed a robust fact-base on commercial performance – sales, customers, end markets, salesforce
Interviewed customers and market participants to understand their experience working with the company, and gather views on opportunities across services and end markets
Conducted secondary research and expert interviews to help calibrate views on end markets and the outlook over the next several years
Worked closely with management to understand organizational strengths and improvements that were needed to drive greater share of customer wallet, land new customers and make the model more scalable
Drafted a modified Go-to-Market strategy that focused on select customer segments, end markets and new services
Developed organizational model options with the client team that aligned with the Go-to-Market strategy, including a new Strategic Account management approach
Result
Helped generate consensus on the new Go-to-Market strategy and commercial model and supported early implementation efforts
Over the first year, the client improved targeting, realized higher win rates across existing and new customers, and drove sales significantly higher