Refreshing the GTM model post M&A
After three years of M&A activity, Enverus had a combination of multiple commercial organizations, resulting in inefficient workflows that hindered their drive for higher growth targets.
SBI worked closely with Enverus to identify opportunities to capture growth within existing customers, forming a two phase approach to plan and execute a new GTM model.
Software
Energy-dedicated analytics, insights, and cost management services.
-
$335M
Revenue
-
1.5K
Employees
The opportunities
- Analysis of incremental opportunities revealed high potential for cross-sell motions
- Significant seller focus was placed on lower value markets
Results
$21M
Potential cross-sell forecastedRelated capabilities / services involved
- Whitespace calculation
- Development of cross-sell playbook