Enterprise Software
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Enterprise Software

Accelerating growth amid a shifting industry landscape

Software leaders face complex challenges as the industry undergoes fundamental shifts to subscription business models and the cloud—changes that have rippling effects across software organizations. New analytics and digital technologies, rising customer expectations, and growing demand for skilled employees are intensifying already-fierce competition. Cybersecurity threats and activist investors can derail strategies and product road maps.

Against this backdrop, growth is a powerful predictor of long-term success in software. It matters more than margins or cost structure. We help software leaders navigate these myriad forces and achieve growth.

What we do

Go-to-market transformation

Optimize models and team effectiveness across sales and channel, marketing, and services

Pricing excellence

Improve pricing, discount management, and offering design

Product management and development

Modernize product-development organizations

Subscription transition

Lead organization-wide transformation for the software-as-a-service era

Customer experience, success, and renewals

Reinvent services and customer success

Operational improvement and resilience

Reduce operating costs and improve organizational health

Strategy and transactions

Develop portfolio, M&A, and corporate strategies

4–10%

average increase in performance through dynamic pricing

20–50%

increase in customer lifetime value through subscription transformation

10–20%

average savings through cost transformation

15–20%

improvement in R&D productivity through advanced analytics

Impact story

Strengthening the product-manager workforce

We helped a high-tech company elevate the skills and impact of its 300-person product organization through a three-month capability-building program that encompassed learning forums, online modules, executive coaching, and on-the-job learning.

Examples of our work

Transforming a cloud leader

Partnered with one of the world’s leading software companies to design and roll out a holistic sales transformation with significant changes to segmentation, coverage, customer success, channel, and talent

Software-as-a-service transformation

More than doubled the enterprise value of a midsize enterprise-software company through subscription transformation

Software R&D shift to the cloud

Improved efficiency, speed, quality, and customer satisfaction through advanced analytics and organization-wide transition of product management and engineering to the cloud

Cost reduction

Drove more than $100 million in operating income through a company-wide cost-savings effort and reinvestment in high-growth opportunities

Featured capabilities

Product Management & Development

We offer proprietary frameworks, benchmarks and talent development programs to help clients build best-in-class software product and development organizations.

B2B Pricing Solutions

Set accurate prices based on data, adjust prices in real time, determine appropriate discounts, optimize deal pricing for large transactions, and analyze and improve pricing performance

QuantumBlack

QuantumBlack is an advanced analytics group that operates at the intersection of strategy, technology and design to improve performance outcomes for organizations.

Featured insights

Article

The next software disruption: How vendors must adapt to a new era

– Over the turbulent past decade, many legacy software players proved to be remarkably resilient. Now they must adopt a new strategic playbook to weather the different challenges ahead.
Article

How quote-to-cash excellence can fuel growth for B2B subscription businesses

– Outperformers achieve higher growth by carefully considering the sales journey and balancing rigorous process discipline with... the flexibility to meet individual customer needs.
Article

Developer Velocity: How software excellence fuels business performance

– The businesses that are achieving the greatest returns from their software investments are those willing to tackle entrenched... cultural and structural barriers.
Interview

Software and the next normal: A talk with Workday’s cofounder and co-CEO

– Aneel Bhusri discusses serving customers as the COVID-19 crisis began, the limitations of remote work, data’s importance for employee... diversity, and why companies need to have souls.

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