Enabling a SaaS leader to prosper

The Challenge

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 Results

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

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