Sales Blueprint Puts IT Services Co.'s Growth Back on Track

Client Results Story

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Opportunity

Opportunity

Following four years in which revenue doubled, growth at IT Services Co. was beginning to stall. The company’s private equity owners sought to chart its next growth phase with a fresh strategy and go-to-market model.

Approach

Approach
  • Definition: Bain partnered with IT Services Co. to size and define a compelling market opportunity, using advanced analytics to develop a robust segmentation of its customer base, pinpoint its sweet-spot customers and map their locations.
  • Redesign: Bain helped the company redesign the go-to-market model to capture this opportunity—revamping route-to-market mix, hiring plans, territory design, sales plays, rep profiles and training, channel programming and compensation.
  • Co-creation: The Bain team worked shoulder to shoulder with the sales and marketing groups to create a growth acceleration roadmap and action plans.

Results

Results

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companies mapped to reveal sweet-spot opportunities.

sales-it-blueprint-results-icon-percent
projected increase in revenue over first four years.


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