Accelerated revenue growth with GTM execution discipline
The Problem
A leading IT services firm (PE-backed) was targeting 10-20% YoY growth but had stalled at 3%. Despite strong delivery performance, high NPS score and leading enterprise accounts, organic growth was stalling.
The Solution
Friction Point Analysis
Conducted pipeline funnel analysis across 60+ plus accounts to identify primary stall points:
• Inflated pipeline coverage & lower win rate: 5x of the target, but win rate was less than
10%
• Long sale cycle: – 120-150+ days
• Heavy dependence on ‘Hero’ led deals rather than organized well run sales channel
• Inconsistent account-based Plan and opportunity heat map
• Poor in-bound leads
• Inconsistent targeting and weak operational cadence
The Root Cause Analysis
• Inflated pipeline hygiene – opportunities not properly qualified; progressed, stalled deals
sitting 120+ days
• No ICP hunting/farming strategy – targeting everyone from SMB to enterprise without
focus and structure
• Feature vs Solution selling – focus on quick tactical wins, rather than long term project-
based engagements
• Sales-Delivery Misalignment – Sales and Delivery not rowing in the same direction;
Delivery not embedded in pursuit strategy, leading to rework and credibility gaps.
Targeted Interventions (90 Day)
Step 1: GTM Alignment across Sales, Delivery & Solutions
• Created “2-in-a-box” pursuit team – sales, delivery and pre-sales to drive collaboration and targeted pursuit across the accounts
• Drove account plans and built opportunity heatmap across top accounts.
Step 2: Focused Farming & Hunting Sales Organization
• Hired and mentored dedicated account managers to focus on key enterprise accounts
• Created a hunting team to pursue new logos
Step 3: Pipeline Discipline & Operational Cadence
• Defined Sales governance and RFP/RACI process – pipeline stages, progression criteria and
win rate targets
• Enforced BANT (Budget – Authority – Need – Timeline) qualification process
• Weekly/Bi-Weekly deal governance rhythm to review and progress opportunities
Step 4: ICP Calibration, Marketing & Solution Focus
• Narrowed focus to 3 solutions areas from 6-7
• Built playbooks, elevator pitch and solution focused use cases
• Shifted from generic messaging to thought leadership and solution focused ABM
campaigns
• Increase velocity, quality of content across digital channels
The Impact
- Higher quality pipeline (3x of the target)
- Win Rate improved from 14% to 30%; added 10-15 new logos YoY
- Average Deal Size increased from $50K to $200K
- Sales Cycle reduced to 90 days from 150 days
- Revenue growth accelerated to 15%-20% YoY
Revenue growth was not constrained by demand. It was constrained by the GTM execution discipline. Funnel integrity and ICP precision created value.
