Uncovering $42 Million in Value for a Global Logistics Platform
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2026年8月28日
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Following rapid acquisition-led growth, a global software and logistics provider with around $1 billion in gross revenue operated as largely standalone business units, limiting integration and cross-sell capture. Fragmented systems, unclear account ownership, pricing leakage, cost inflation and inconsistent sales execution drove revenue decline and margin pressure. The company, backed by a private equity sponsor, partnered with FTI Consulting to diagnose revenue and margin pressure and accelerate growth.
Our Impact
- FTI Consulting identified approximately $30 million in run-rate net revenue uplift (approximately $13 million EBITDA impact) and $12 million in run-rate cost savings across 12 initiatives for a combined $42 million in run-rate value creation opportunity, supporting an estimated 10% revenue growth with EBITDA margin expansion.
- We clarified account ownership and improved cross-sell coordination across business units by defining a new commercial coverage model separating “hunter” and “farmer” roles.
- Our experts identified approximately $20 million in share-of-wallet growth potential across the highest-potential accounts in the addressable market through structured key account planning, plus an incremental $8 million run-rate opportunity from new-logo hunting in adjacent sub-sectors.
- We identified pricing optimization and leakage-reduction opportunities expected to deliver $3 million to $5 million of run-rate impact and stood up revenue war room processes targeting an estimated $4 million in net revenue growth through churn mitigation on high-potential mid-tier accounts.
Our Role
- FTI Consulting conducted a fact-based commercial diagnostic, including competitor benchmarking, market/pricing positioning and total addressable market and share-of-wallet estimation, to identify structural gaps and refine the client's go-to-market focus.
- Our experts conducted targeted customer interviews to understand volume decline, switching behavior, and decision drivers, surfacing gaps in value proposition and willingness to pay.
- The team evaluated sales productivity and execution — including coverage model, account ownership structure, incentive design and pipeline discipline — across business units such as revenue-per-rep, pipeline coverage, win rates and conversion dynamics.
- We analyzed pricing structures, discounting practices and governance processes to identify margin leakage, defined pricing optimization actions and built a value creation roadmap with initiative owners and timelines.
相关服务
发布于
2026年8月28日
主要联络人
Senior Managing Director, Co-Leader of U.S. Business Transformation
资深董事总经理
资深董事总经理
董事总经理