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 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: Numeriqe Ltd 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: Numeriqe 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 Numeriqe 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.

NUMERIQE LTD has a dedicated team of experienced and highly skilled professionals with Big 4, Consulting and diversified Industry backgrounds. Following are our key personnel:

Valarie Schillers

Valarie is the Human Capital Lead in Numerique Ltd. She has spent over 17 years delivering human capital solutions to clients across multiple sectors both as a practitioner in the role of HRD with international companies and as a Consultant. She has responsibility for the provision of advisory services to a broad range of the firm’s national and international clients and specialises in advising private, public and financial service companies on all aspects of Human Capital. Valarie holds a master’s degree in human resource management from UK.

Richard Gantt

Richard is the Consulting, Sustainability, Transformation and Governance lead at Numerique Ltd. He has over 20 years of experience with Big 4, Corporate and Public sector organizations in senior roles. He has time spent working in the UK, Europe, Africa& Middle East. Richardis a CFA, CISA and MBA from USA.

Timothy O’Brian

Tim leads the Financial Services, Technology Strategy and Transformation space in Numerique Ltd.
Tim has 22 years of international corporate and consulting experience.

Tim is a trusted advisor on technology enabled business transformation to Public & Private sector leaders in Europe and Middle East. Tim holds an MBA and Masters in IT degrees from USA

Samantha Jones

Samantha specializes in supporting clients develop, design and deliver major infrastructure investment program and mega projects in Numerique Ltd.She provides corporate governance leadership development for senior corporate management. Samantha is passionate about bringing the breadth and depth of Numerique’s capabilities to deliver a differential impact to her clients and corporate sector to build an enduring capability. Samantha is an MBA and a Certified Corporate Governance & Sustainability professional from USA.