Driving $300 Million in Revenue Uplift for a Global Data Company
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September 07, 2026
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A global data hardware and storage company saw a decline in sales, as customers increasingly migrated to cloud-based solutions. Facing the prospect of Chapter 11 bankruptcy, the company turned to FTI Consulting for support. Our experts introduced structured processes that improved pipeline visibility and forecasting discipline. The resulting insights helped the client accelerate revenue growth, reduce customer churn and identify a path forward to close its forecast gap.
Our Impact
- $300 million in revenue uplift was pinpointed with $126 million subsequently validated by sales representatives, increasing the pipeline by nearly 20%.
- The client determined over 1,500 customers with approximately $17 million in average revenue as high-risk accounts for potential loss of some or all of their business, including 115 priority accounts totaling $59 million with high to medium churn risk for active monitoring.
- To improve cost efficiency and support near-term financial stability, $4.2 million in savings opportunities across sales and marketing were identified.
Our Role
- FTI Consulting evaluated the organizational structure and cost base to identify areas to optimize staffing levels and improve cost efficiency.
- To inform targeted growth and retention strategies, our experts analyzed the customer base by size and potential and developed cohort-based models to forecast upsell and cross-sale opportunities.
- FTI Consulting assessed customer level churn risk using seven defined triggers to identify at-risk accounts and inform retention actions, then conducted a sales representative survey to validate revenue uplift and churn model outputs.
- Our experts created a Revenue Command Center to track real-time opportunities and customer and business churn, coordinating cross-functional efforts to drive growth and retention.
Related Insights
Related Information
Published
September 07, 2026
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