A global enterprise software company sought to evolve its Services strategy and operations to drive growth and profitability. We developed and advised on the execution of a phased roadmap for cloud growth and services improvement. As a result, the Cloud Services business grew from start-up to $40M with 25% margin Professional Services margin increased 8% and SaaS business is growing at >40% year over year.
Transformed Customer Success Model, Organization and Practices to Improve Net Retention and Drive Adoption
A SaaS provider with $1B+ in annual recurring revenue needed a Customer Success strategy to improve net retention and drive adoption of a new product platform across its installed base. We redesigned the Customer Success model, organization and practices and developed the 18-month transformation roadmap and investment case to achieve their goals.
Developed Business Model, Investment Case and Execution Plan for a New Premium Consumer Tech Services Offering
A $40B national communications provider sought new products and value-added services to offset declining growth rates in video, telephone and broadband businesses. We developed the business model, investment case and execution plan for a new premium consumer tech services offering.
A $200M network monitoring and vulnerability management provider launching a new cloud-based platform wanted a differentiated pricing model to better drive customer adoption and revenue. We developed unit of measure and offering structure recommendations, evaluated financial implications, and defined initial migration requirements.
A top-tier private equity firm evaluating a multi-million dollar enterprise communication software provider
engaged Waterstone to perform acquisition due diligence focused on the target company’s Professional Services, Maintenance and Cloud businesses. We evaluated the target company’s current performance, underlying performance drivers and intrinsic risks and developed a 3-year go-forward improvement plan.
An $800M data visualization software company shifting its revenue mix to subscription was experiencing low subscription revenue retention rates. We designed customer journey maps across key customer segments and developed a prioritized, cross-functional operational improvement roadmap to bring the desired experiences to life.
A market leader in commodities trading software wanted to launch a transformational subscription version of its current software to meet customer demand. We helped define, design and launch a brand-new cloud-based offer and cloud portfolio strategy to get ahead of emerging competition.