The Situation
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.
Our 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.
The Results
* We take our clients' confidentiality seriously. While we've changed their names, the results are real.
