CLIENT

  • Global leader ERP software provider in markets served, with combined $650M in revenue

SITUATION

  • In the face of low single-digit market growth, client wanted to improve installed base revenue growth and make operational improvements in Services businesses

ACTIONS

Waterstone developed and advised on execution of enterprise-wide 3 year growth plan and merger/integration.

  • Conducted external analysis to identify target product/service solution segments to further penetrate
  • Reorganized customer-facing roles based on customer segmentation analysis and revised sales coverage model
  • Identified and executed operational improvements for Services businesses to lower implementation costs while maintaining margins
  • Developed strategies to address lower priced SaaS competition, including modeling economic impact of SaaS shift
  • Integrated Services and R&D business units, including org design, productivity/efficiency enhancements, and consolidated offerings and roadmap

RESULTS

  • Assisted in PE-led consolidation of two industry leaders resulting in a $1.8B transaction
  • Improved /maintained to 28%+ margin in Professional Services business
  • Realized targeted synergies of $14M ahead of schedule
  • Reset product portfolio and leverage, resulting in additional growth and value in installed customer base