Increase in YoY pipeline generation

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.

Featured Image
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.

  • $1.7B+


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.



Increase in YoY pipeline generation


Related capabilities / services involved

  • Account segmentation
  • Sales enablement
  • Organizational design