How we… Revitalized the Client Base: A Strategic Approach to Account Growth
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Size of company:
Mid-market ($50M-$1B)
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Industry:
Technology Enabled Services
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Type of service:
Sales Transformation
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Engagement model:
Full-time
The Challenge
After several years of fast growth, a company had a sizable base of signed clients. However, a significant proportion of these clients had become inactive as the sales team prioritized signing up new leads. Given the sheer volume of existing clients and prospects, a one-size-fits-all approach was not viable. The company needed a strategic plan to reengage the right clients and allocate their resources more efficiently.
The Result
A leader from Horizon Now undertook a comprehensive analysis of the factors contributing to high or low potential and high or low performance among the client base. Based on our insights, we segmented the clients according to their likelihood of re-engagement and their potential value to the company. We then developed new account team structures suited to each client profile and realigned the sales executives and client managers' territories.
The Solution
As a result of this strategic restructuring, the company was able to implement a sustainable approach to account growth that was balanced against servicing cost. By focusing on reviving the right existing accounts and spending effort on the new ones most likely to close, the company improved its overall growth trajectory. This targeted approach to re-engagement ensured that the company's resources were effectively allocated and maximized the potential of their existing client base.