Whitespace identified

Negative growth despite evolving strategy

TIBCO targeted 10-12% growth, but saw revenue shrink by 3% the previous year. The company also suffered high attrition rates and lacked alignment in account assignments between the Sales and Renewal teams.

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SBI helped the company return to growth through a multi-step approach that involved account segmentation, reviewing compensation plans, and establishing a revenue growth office.


Real-time enterprise data for businesses to make faster, smarter decisions.

  • $800M


  • 4K+


The opportunities

  • Improve subscription customer retention
  • Increase wallet share by improving sales territory, quota, and comp plans
  • Create cross-functional alignment across leadership



Whitespace identified in the base

Related capabilities / services involved

  • Sales territory, quota, and comp planning
  • Account segmentation