Upside bookings identified

Declining revenue and losing to competitors

An ineffective channel strategy caused this company to have coverage gaps in high-opportunity markets. Competitors were also ahead in product strategy and outspending in marketing, winning more of the market share.

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SBI worked with the company to make comprehensive changes that would help turn things around, starting with the development of a revenue growth office to focus all strategic initiatives around a common goal.


Business phone systems, VoIP, collaboration tools, and call center software.

  • $1.1B


  • 2.4K


The opportunities

  • Develop new client and partner segmentation model
  • Develop better marketing messaging
  • Improve customer experience with a cross-functional program
  • Implement best practices in rep compensation and partner programs



Upside bookings identified in the next six quarters

Related capabilities / services involved

  • Revenue growth office
  • Customer segmentation
  • Territory, comp, and quota design
  • Marketing strategy