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Case study

Sales blueprint puts IT Services Co.'s growth back on track

Growth at IT Services Co. was cooling despite the B2B company’s superior technology and customer experience. We helped new ownership craft a sales blueprint that doubled customer conversion rates—which positioned bookings to expand 2X+ in four years. A redesigned go-to-market engine helped the company mobilize its salesforce to attack.

At a Glance

  • 160K companies mapped to reveal sweet-spot opportunities
  • 125% projected increase in revenue over first four years

The Full Story

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.

We help global leaders with their organization's most critical issues and opportunities. Together, we create enduring change and results

  • Kushal Raja
    Partner, Mumbai
  • Michael Schneider
    Partner, Frankfurt
  • Gaurav Sadana
    Partner, New Delhi