A $300M industrial manufacturer
Rebuilding margin at a mid-market industrial manufacturer
Expanded EBITDA margin by 320 basis points in 18 months.
320 bpsEBITDA margin expansion
$22MAnnualized cost out
18 moTo full run-rate
Strategy & Growth · Technology, Media & Telecom
A growth strategy that unlocked two adjacent segments
A mid-market B2B SaaS company
Grew revenue 22% in two years by entering two adjacent segments.
22%
Revenue growth
2
New segments entered
2 yr
To full ramp
01 The challenge
A profitable but plateaued SaaS business knew it needed to grow beyond its core, but every expansion idea felt like a guess. Leadership wanted a fact-based answer to “where do we play next, and how do we win there?”
02 Our approach
- 01Ran a growth diagnostic across the core, segment by segment, to find where the real headroom was.
- 02Sized two adjacent segments and pressure-tested the right-to-win in each against the competition.
- 03Built a costed, sequenced go-to-market roadmap with clear owners and milestone targets.
- 04Supported the first two quarters of execution to make sure the plan translated into pipeline.
03 The outcome
The company entered both adjacent segments on the sequence we designed and grew total revenue 22% over two years — with a repeatable growth playbook it continues to run.
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