Enabling a SaaS leader to prosper
New CEO, with an imperative to recover business performance
Product-centric not customer-centric
Business held back by poor execution and slow decision-making
Legacy of “command and control” and disempowerment
Following profit warnings, slowing subscription revenue growth and an execution gap, a leading software company appointed a new CEO. The business needed a new way of working that would put focus on the most valuable customer segments. They needed to break away from a centralised and authoritative structure, and instead become a collaborative organisation that could solve problems and innovate rapidly.
The business is on track to deliver double-digit top-line growth
Clear roles for corporate, customer-focused and geographic units
Re-energised the Top-40 business leaders pivotal to the transformation
An app with the new operating model design to embed the changes
growth in Annual Recurring Revenue
Arca Blanca led the design of a new multi-participant platform, based on workforce reskilling. Starting with an evaluation of citizen needs at different life stages, we considered existing competitive offers and available funding. We market-tested the value propositions for all participants, then defined and scoped the transactions on the platform with associated revenue streams. This work was supported by a detailed operating model, business case and roadmap.
Arca Blanca is a trusted partner of one of the world’s largest SaaS businesses. We led the design of the group operating model, which has set them on a path for double-digit annual recurring revenue (ARR) growth. At the heart of this was the philosophy of empowering colleagues through ‘Freedom within a Framework’
Vignesh Chandran, Partner, Arca Blanca