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 our Growth Execution Framework and proprietary execution modules to surface and remove key growth barriers, align GTM functions, and activate strategies used by top-performing sales organizations. This focused execution delivered measurable impact on revenue velocity, CAC, and cross-functional commercial alignment.

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“An invaluable contributor to the strategic direction of the company following its purchase by Variant Equities, 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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At OAKSTREET, we build commercial platforms that perform—deal after deal, quarter after quarter—turning strategy into scalable, repeatable execution.

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