Technology

Technology: Enabling an 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

>10%

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.