Declining growth from lack of structure
This company’s declining growth stemmed from many factors: forecasting accuracy, poor visibility into revenue data, lack of focus on revenue marketing, growth being dependent on only 10% of sellers, and more.
SBI collaborated with the company to execute on the identified opportunities, from launching commercial operations and enablement to establishing revenue marketing while ensuring teams were accountable to the revenue plan.
Consulting services
Provider of consulting services.
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$1.7B+
Revenue
The opportunities
- Needed more effective commercial operations and enablement.
- Needed to establish revenue marketing as a function and discipline.
- Needed to define business development responsibilities.
Results
20%
Increase in YoY pipeline generation
Related capabilities / services involved
- Account segmentation
- Sales enablement
- Organizational design