George Bene
Partner & Managing Director, Boston
GO-TO-MARKET & REVENUE GROWTH
Profitable growth is the lifeline of any company. It drives up valuation, attracts and retains talent, and keeps a company thriving. But profitable growth requires strong process discipline, results-based accountability, and an expert grasp of analytics. It also requires the actionable insight into customer profiles that enables companies to attract, engage, and retain customers over time. We work with growth-minded companies to capture the full value from their existing offerings and help design new and effective ways to go to market to bend the revenue curve.
Our services include:
- Customer and product profitability: We conduct a thorough assessment that provides immediate insight into how and where a business can improve its net margins. Our analysis helps companies increase profits through the right mix of pricing strategies, service-level changes, cost reduction, customer and product portfolio simplification, and geographic realignment.
- Customer insights and analytics: We help our clients use internal and external data to create sophisticated insights about their customers so they can improve their customer interaction, grow, and make better decisions.
- Product strategy and innovation: We help our clients increase the digital capability of their products and services from strategy through execution, including improving ongoing revenue generating features.
- Data-driven decisions: We equip our clients with real-time information that can be used to make immediate, evidence-based decisions.
- Pricing: We use market analysis to help companies understand the competitive landscape and develop pricing strategies. Our team continuously monitors transactions at the most granular level to increase wallet share, manage churn, and improve customer satisfaction.
- Marketing productivity: Our team works closely with marketing teams to boost conversation rates. We focus on strengthening market intelligence processes and systems, organizational structure, process discipline, and alignment with the sales team.
- Salesforce effectiveness: We implement practical and rapid improvements to sales strategies. We analyze the sales team’s capabilities, productivity, and coverage and provide data-driven analytics—including predictive modeling—to grow top-line revenue and profit margins.
- Product planning and innovation: We help businesses sustain their growth and expansion plans by strengthening product portfolios and improving launch capabilities. We also create detailed analytics and dashboards to monitor and improve the product development process.
- Growth strategy: Using operational and financial benchmarking tools, we help businesses launch growth platforms, diversify product lines, expand into new markets, and search for acquisition opportunities.
How Midsize Companies Can Repair Damaged Customer Relationships
Addressing the tension between cost efficiency and customer intimacy is important for companies of any size, but it’s especially important for midsized companies, particularly those upper-middle-market companies with ambitions to rise to the top of their industry.
READ MORE ON HBR.ORGAddressing the tension between cost efficiency and customer intimacy is important for companies of any size, but it’s especially important for midsized companies, particularly those upper-middle-market companies with ambitions to rise to the top of their industry.
READ MORE ON HBR.ORG
Customer success is beyond customer service
Defining what customer success means for businesses now
The pandemic challenged every executive to operate differently, and many companies grew as a result. Now, as the economy cools and recession fears rise, business leaders have turned their immediate focus to protecting gains made in recent years and minimizing the pace of customer churn.
We believe the marketplace now demands companies entirely shift to a customer success mindset. Learn how our tailored approach can help your organization meet your customer's ever-changing expectations more effectively.
LEARN MOREDefining what customer success means for businesses now
The pandemic challenged every executive to operate differently, and many companies grew as a result. Now, as the economy cools and recession fears rise, business leaders have turned their immediate focus to protecting gains made in recent years and minimizing the pace of customer churn.
We believe the marketplace now demands companies entirely shift to a customer success mindset. Learn how our tailored approach can help your organization meet your customer's ever-changing expectations more effectively.
LEARN MORE
Top Nine Myths of Revenue & Growth
Our latest series identifies the top persistent myths of revenue growth—practices that at one point may have been effective for growing businesses but are no longer effective today.
In working with our clients over many engagements, we've found that proactively avoiding these myths can provide a deep and unprecedented understanding of true profitability within an organization, and set you on the right execution journey to profitable growth.
READ MOREOur latest series identifies the top persistent myths of revenue growth—practices that at one point may have been effective for growing businesses but are no longer effective today.
In working with our clients over many engagements, we've found that proactively avoiding these myths can provide a deep and unprecedented understanding of true profitability within an organization, and set you on the right execution journey to profitable growth.
READ MOREOur Global Team
Global Service Line Coordinator
Joseph Myers
Partner & Managing Director
New York
Revenue & Growth Core Team
Elizabeth Stephenson
Partner & Managing Director
Chief Marketing Officer
Los Angeles
Performance Improvement
Industry Experts
Duane Selby
Partner & Managing Director
Global Practice Leader : Regional Practice Leader
Los Angeles
Life Sciences
Global Team
Profitable growth is the lifeline of any company. It drives up valuation, attracts and retains talent, and keeps a company thriving. But profitable growth requires strong process discipline, results-based accountability, and an expert grasp of analytics. It also requires the actionable insight into customer profiles that enables companies to attract, engage, and retain customers over time. We work with growth-minded companies to capture the full value from their existing offerings and help design new and effective ways to go to market to bend the revenue curve.
Our services include:
- Customer and product profitability: We conduct a thorough assessment that provides immediate insight into how and where a business can improve its net margins. Our analysis helps companies increase profits through the right mix of pricing strategies, service-level changes, cost reduction, customer and product portfolio simplification, and geographic realignment.
- Customer insights and analytics: We help our clients use internal and external data to create sophisticated insights about their customers so they can improve their customer interaction, grow, and make better decisions.
- Product strategy and innovation: We help our clients increase the digital capability of their products and services from strategy through execution, including improving ongoing revenue generating features.
- Data-driven decisions: We equip our clients with real-time information that can be used to make immediate, evidence-based decisions.
- Pricing: We use market analysis to help companies understand the competitive landscape and develop pricing strategies. Our team continuously monitors transactions at the most granular level to increase wallet share, manage churn, and improve customer satisfaction.
- Marketing productivity: Our team works closely with marketing teams to boost conversation rates. We focus on strengthening market intelligence processes and systems, organizational structure, process discipline, and alignment with the sales team.
- Salesforce effectiveness: We implement practical and rapid improvements to sales strategies. We analyze the sales team’s capabilities, productivity, and coverage and provide data-driven analytics—including predictive modeling—to grow top-line revenue and profit margins.
- Product planning and innovation: We help businesses sustain their growth and expansion plans by strengthening product portfolios and improving launch capabilities. We also create detailed analytics and dashboards to monitor and improve the product development process.
- Growth strategy: Using operational and financial benchmarking tools, we help businesses launch growth platforms, diversify product lines, expand into new markets, and search for acquisition opportunities.
How Midsize Companies Can Repair Damaged Customer Relationships
Addressing the tension between cost efficiency and customer intimacy is important for companies of any size, but it’s especially important for midsized companies, particularly those upper-middle-market companies with ambitions to rise to the top of their industry.
READ MORE ON HBR.ORGAddressing the tension between cost efficiency and customer intimacy is important for companies of any size, but it’s especially important for midsized companies, particularly those upper-middle-market companies with ambitions to rise to the top of their industry.
READ MORE ON HBR.ORG
Customer success is beyond customer service
Defining what customer success means for businesses now
The pandemic challenged every executive to operate differently, and many companies grew as a result. Now, as the economy cools and recession fears rise, business leaders have turned their immediate focus to protecting gains made in recent years and minimizing the pace of customer churn.
We believe the marketplace now demands companies entirely shift to a customer success mindset. Learn how our tailored approach can help your organization meet your customer's ever-changing expectations more effectively.
LEARN MOREDefining what customer success means for businesses now
The pandemic challenged every executive to operate differently, and many companies grew as a result. Now, as the economy cools and recession fears rise, business leaders have turned their immediate focus to protecting gains made in recent years and minimizing the pace of customer churn.
We believe the marketplace now demands companies entirely shift to a customer success mindset. Learn how our tailored approach can help your organization meet your customer's ever-changing expectations more effectively.
LEARN MORE
Top Nine Myths of Revenue & Growth
Our latest series identifies the top persistent myths of revenue growth—practices that at one point may have been effective for growing businesses but are no longer effective today.
In working with our clients over many engagements, we've found that proactively avoiding these myths can provide a deep and unprecedented understanding of true profitability within an organization, and set you on the right execution journey to profitable growth.
READ MOREOur latest series identifies the top persistent myths of revenue growth—practices that at one point may have been effective for growing businesses but are no longer effective today.
In working with our clients over many engagements, we've found that proactively avoiding these myths can provide a deep and unprecedented understanding of true profitability within an organization, and set you on the right execution journey to profitable growth.
READ MOREOur Global Team
Global Service Line Coordinator
Joseph Myers
Partner & Managing Director
New York
Revenue & Growth Core Team
Elizabeth Stephenson
Partner & Managing Director
Chief Marketing Officer
Los Angeles
Performance Improvement
Industry Experts
Duane Selby
Partner & Managing Director
Global Practice Leader : Regional Practice Leader
Los Angeles
Life Sciences