A mid-market B2B SaaS company
A growth strategy that unlocked two adjacent segments
Grew revenue 22% in two years by entering two adjacent segments.
22%Revenue growth
2New segments entered
2 yrTo full ramp
Cost & Margin · Industrials & Manufacturing
Rebuilding margin at a mid-market industrial manufacturer
A $300M industrial manufacturer
Expanded EBITDA margin by 320 basis points in 18 months.
320 bps
EBITDA margin expansion
$22M
Annualized cost out
18 mo
To full run-rate
01 The challenge
A PE-backed industrial manufacturer was missing its margin plan. Procurement was fragmented across plants, pricing hadn’t been revisited in years, and SG&A had crept well above benchmark. The sponsor needed a credible, fundable path to margin — fast.
02 Our approach
- 01Built a clean, plant-by-plant cost baseline and benchmarked it against peers.
- 02Ran a strategic-sourcing program across the top spend categories and consolidated suppliers.
- 03Rebuilt the pricing architecture by segment and product, recovering margin the business had been giving away.
- 04Embedded with the finance and ops teams to deliver SG&A takeout without disrupting the core.
03 The outcome
Within 18 months the business reached a 320 bps EBITDA margin improvement — roughly $22M annualized — with the gains hardwired into a refreshed sourcing and pricing operating model the company now runs itself.
“They found margin we’d walked past for years, and stayed until it was running on its own. The plan was real and the number landed.”
— Operating Partner, PE sponsorMore impact
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