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, with a win rate of under 10%
• Long sale cycle: 120-150+ days
• Heavy dependence on ‘Hero’ led deals rather than a 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: Improperly qualified opportunities with progressed or stalled deals sitting for 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
• Feature vs solution selling: Focus on quick tactical wins, rather than long term project-based engagements
• Sales-Delivery misalignment: Sales and Delivery teams 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 comprising of 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
• Established a weekly/bi-weekly deal governance rhythm to review opportunities and progress
Step 4: ICP Calibration, Marketing & Solution Focus
• Narrowed focus to 3 solutions areas from ~7
• Built playbooks, elevator pitch and solution focused use cases
• Shifted from generic messaging to thought leadership and solution focused ABM campaigns
• Increased content velocity across digital channels with greater emphasis on quality
The Impact
• Improved sales pipeline quality (3x of the target)
• Boosted win rate from 14% to 30%, adding 10-15 new logos YoY
• Increased average deal size from $50K to $200K
• Reduced sales cycle to 90 days from 150 days
• Accelerated revenue growth from 15%-20% YoY
Revenue growth was not constrained by demand but by lack of GTM execution discipline. Funnel integrity and ICP precision created value.
