From stalled sales to triple-digit growth
How we helped a B2B workforce management company restart growth through pricing and product aligned to customer value.
The situation
Growth in a B2B workforce management company, established many years earlier, had stalled. Sales were stagnant, the next big deal never seemed to land, and its investor was weighing up whether to keep backing the business or not.
The problem
The company faced long sales cycles that meant high cash burn and a long payback on customer acquisition. Its product offered substantial benefits, but that value was not quantified or well explained, and a lengthy, heavy integration sat with clients' IT teams and slowed everything down.
What we did
We started with a focused four-week review, then supported execution. We refined the target customer segment around the highest expected payback, and refined the product focus to customer needs, introducing a tiered pricing structure linked to the value delivered relative to competitors.
We developed a tailored sales strategy for each segment that clearly communicated the unique benefit, a 2 to 4% EBIT uplift versus competitors, and introduced a pre-sales value validation step to shorten onboarding to four weeks and capture value earlier.
Results
Triple-digit ARR growth, and onboarding down to four weeks
The Partners
Partner-led, across Australia and New Zealand.
GNG Partners works with boards and senior executives across Australia and New Zealand, from Sydney, Melbourne and Brisbane. The Partners who scope an engagement are the people who do the work – meet the team behind these results.