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.
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.
Telecommunications
Business phone systems, VoIP, collaboration tools, and call center software.
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$1.1B
Revenue
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2.4K
Employees
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
Results
$126-219M
Upside bookings identified in the next six quartersRelated capabilities / services involved
- Revenue growth office
- Customer segmentation
- Territory, comp, and quota design
- Marketing strategy