Increased in win rate

Lack of clarity in combining sales teams

Through acquisitions, Consilio was combining three separate sales forces into one, but lacked a structured approach to revenue planning and could not afford a lack of clarity going into the new year with the combined entity.

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SBI partnered with Consilio to assess their overall go-to-market strategy and guide the company in their transformation, which included account segmentation, developing sales playbooks, marketing strategy, and more.


eDiscovery, document review, risk management, and legal consulting services.

  • $500M


  • 5.4K


The opportunities

  • Establish a data-driven revenue plan
  • Required common enablement tools to align the combined sales force
  • Needed a single source of truth on all accounts
  • Required guidance on leading GTM practices



Increase in win rate

Related capabilities / services involved

  • Buyer segmentation
  • Sales playbooks
  • Account segmentation
  • Coverage and execution plans
  • Marketing strategy