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Industry Context

Energy software firms are under pressure to pivot from perpetual licenses to ARR-driven models. Boards and investors demand proof of growth potential during restructuring cycles. 

The Challenge

  • Stagnant growth from low-margin maintenance contracts.
  • Execution bottlenecks, attrition, and capability gaps.
  • New leadership tasked with ARR growth for valuation uplift. 


The Aha! Insight

The challenge wasn’t just product innovation. The real issue was a commercial engine without structure. SBI reframed the problem as a capability and governance gap. 

teradata-sbi-approach

SBI's Approach

  • Established a Revenue Growth Office to coordinate growth initiatives.
  • Designed and executed a sales campaign with persona-based value propositions.
  • Built inside sales capability (roles, comp, playbooks) to scale top-of-funnel.
  • Launched Growth Rooms to interrogate complex deals and improve win rates. 

 

Before vs. After

Before SBI

Maintenance-heavy revenue, no inside sales, stalled execution. 

  After SBI

ARR engine, inside sales capability, deal-focused Growth Rooms.



Results

  • 26% YoY growth (vs. 1.1% industry CAGR).
  • +6.8pp win rate for RGO-managed deals.
  • $11.5M incremental license bookings.

teradata-case-study-results_v2


Role-based Impact

  • CEO: Growth trajectory restored above market.
  • CFO: ARR growth improved enterprise value. 
  • CRO: Improved win rates and campaign discipline. 
  • CMO: Clearer value propositions by persona. 

Related Topics

Insights

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