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.
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.
Software
Real-time enterprise data for businesses to make faster, smarter decisions.
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$800M
Revenue
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4K+
Employees
The opportunities
- Improve subscription customer retention
- Increase wallet share by improving sales territory, quota, and comp plans
- Create cross-functional alignment across leadership
Results
$45M
Whitespace identified in the baseRelated capabilities / services involved
- Sales territory, quota, and comp planning
- Account segmentation