CASE STUDY

How a $650M PE-Backed Mobility Company Achieved 4X New Contract Revenue

Results Achieved

4X Increase in New Contract Revenue

Optimizing the sales process and implementing a structured growth framework led to a rise in new annual contract revenue from $6M to $28M within 18-months.

Increased Win Rate

Strategic focus on high-value contacts and a streamlined RFP evaluation and response process boosted the win rate by 112% in the first full year.

Improved Contract Renewal

Introducing a strategic account management program increased the contract renewal rate from 83% to 96% within the first full year.

Client Overview

A leading North American passenger transportation and mobility company—formed through a roll-up led by a multinational parent—sought to accelerate growth and innovation following its divestiture and acquisition by private equity. Despite a strong reputation for safety and reliability, the business development team faced challenges in winning new contracts and retaining key clients.

The Challenge

Following a divestiture from its European parent company and transition to PE ownership, the company faced critical business development challenges:

  • Resource constraints in business development and marketing.

  • Declining new business acquisition and contract retention.

  • Misalignment between business development, marketing, operations, and finance.

With a proven track record in revitalizing sales organizations, we were brought in to design and implement a sustainable growth framework.

Approach Summary

Applied principles that underpin our Growth Execution Framework to remove growth barriers, align GTM functions, and activate proven sales and marketing strategies. Execution focused on three key levers:

  • Revenue Acceleration: Optimized sales process and deal structuring to drive new contract growth.

  • Win Rate Improvement: Prioritized high-value contacts and streamlined RFP workflows.

  • Renewal Performance: Implemented strategic account program to strengthen retention and renewal outcomes.

Learn More:

“An invaluable contributor to the strategic direction of the company following its purchase by Variant Equity, enabling us to build a high-performing team focused on the continuous growth of our business.”

Linda Burtwistle, Executive Chair, Coach USA

In Summary

Our expertise in building high-performing sales teams was invaluable to Coach USA as it expanded its contract business during the industry-devastating COVID-19 pandemic.

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