Identifying $35 Million in Upsell and Cross-Sell Opportunities for Private Equity
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7 mars 2024
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FTI Consulting collaborated with executives to transform a private equity-owned human resources technology company looking to accelerate growth into a data-driven, customer-centric and product-led organization.
Our Impact
- FTI Consulting identified $5 million and $30 million immediate and long-term upsell/cross-sell opportunities at the account level and detected $45 million in customer accounts with a high propensity-to-churn to be proactively mitigated.
- We set the client up for sustainable, long-term success by establishing product-level measuring and reporting capabilities on key metrics and strengthening operational muscle.
- Our team established a long-term product strategy and roadmap; optimized the product and R&D portfolio; devised the go-forward pricing strategy and identified near term pricing uplift opportunities; and developed a three-year long-range plan with a path to double digit growth.
Our Role
- To enable a path to double digit growth, FTI Consulting helped develop a long-term product strategy and roadmap and advised on product positioning and pricing strategy.
- FTI Consulting devised the go-forward product and R&D portfolio with budget allocation and capacity needs.
- For the near-term, the team identified opportunities for upsell, cross-sell and price escalation per account, defined new product taxonomy and customer penetration rates.
- The team developed a propensity-to-buy-driven customer segmentation and coverage model; set up a capacity model and quota plans based on expansion potential for each account; and refined compensation plans to address the organization’s GTM objectives.
- We then developed a three-year long-range plan that included a product-level annual recurring revenue forecast and profitability view, an integrated GTM-product-engineering roadmap and implementation plan.
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Related Information
Date
7 mars 2024
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