Driving a $200 Million Product Migration for a $1 Billion HR Tech Firm
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September 04, 2026
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A $1 billion annual revenue HR technology company sought to improve its cost structure by phasing out legacy products. FTI Consulting was engaged to stand up a dedicated go-to-market (“GTM”) organization to migrate customers to the company’s core products.
Our Impact:
- FTI Consulting identified approximately $200 million of migratable annual recurring revenue (“ARR”) across approximately 1,200 customers, with a focus on migrating accounts to core products.
- We reassigned 12% of the Americas sales force to a dedicated, ring-fenced migration team based on product knowledge, experience and management input to accelerate execution.
- We defined a capital-efficient growth strategy, sizing customer success and dedicated sales/deal support requirements to achieve the 2025 global migration target of $50 million, all while limiting required investment to less than 3% of the target.
- Our experts developed initial services roadmaps across 17 migration paths from legacy to core products, trained the global Revenue Operations team on quota modeling for renewal, expansion and migration targets and transitioned ownership to the team, aligning incentives with migration objectives.
Our Role:
- FTI Consulting defined a GTM organization structure, including a ring-fenced sales team and segment-based pool model of solution consultants dedicated to the migration effort.
- We determined migratable customers based on product portfolio and evaluated customer distribution across regions to facilitate rep/account reassignment and mitigated customer discontent.
- Our experts designed key sales compensation principles across functions to guide quota design and built a capacity model to identify which reps would join the migration team and which accounts they would manage, alongside a first line-capacity model to meet incremental capacity needs.
- The team constructed enablement assets for services, sales, support and product & engineering (“P&E”), developed a project-roadmap tool to identify feature gaps between products by migration path, and built a cost model to guide the annual GTM plan and commercial strategy.
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Published
September 04, 2026
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