Enterprise market repositioning through managed services transformation
The Challenge
Low penetration in top 200 enterprise accounts due to product-led selling and lack of differentiation. A regional office of a global technology and document management solutions provider running a $11M regional sales base needed to break into enterprise with a new commercial motion.
What We Did
Conducted in-depth audits to reveal inefficiencies in the existing sales motion. Designed tailored, value-based service offers anchored to demonstrated ROI for each account. Shifted the commercial model from product sales to managed services with usage-based pricing, backed by a hardware + services financial model that produced predictable recurring revenue.
The Results
~15%
YoY revenue growth
from new client acquisition and deeper enterprise penetration
$11M
Regional sales base
annual revenue
5-year ARR
Recurring revenue
model established via long-term contracts
Top 200
Enterprise penetration
accounts unlocked
Services Used
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