Finding the Path From $300 Million to $1 Billion

Summary

Rubicon was retained to obtain joint engagement around big ideas that let the client define and expand their business unit size and profitability. Principals facilitated a session for one of the client’s core marketing teams to help find critical missed opportunities and identify significant new opportunities for revenue growth. The client company’s opportunities for revenue growth were impacted across all product lines, with particular focus on growth in the company’s most scalable, highest margin channel.

About the client

A $21 billion consumer and enterprise software company.

The challenge

Rubicon was tapped because of the firm’s content expertise regarding what to grow, as well as the “when” and “how” that support that growth. Rubicon brought a market expansion view coupled with an ability to drive change within an organization. The client most wanted to gain a bigger vision, something longer term that would go beyond a the next fiscal year’s operating plan. They were looking for actionable insights from both the experience and the resulting documentation.

Idea preparation and generation

The client saw this as a large scale opportunity. Scoped as a one-day working session, Rubicon performed preparation work that included a series of audit interviews to prepare the client team and its principals for a working session. The session was designed to focus specifically on idea generation and capture.

Idea refinement and presentation

Rubicon teased out the ideas generated during the working session and helped vet them to narrow the list to proposals worth sizing and testing. Rubicon also assisted with the process of packaging up the ideas for an internal executive sales process to gain the needed internal skakeholder support. Performing due diligence on the ideas, Rubicon also helped in the process of creating a presentation package.

Outcomes and impact

The engagement directly impacted the client company’s opportunities for revenue growth, reaching across all products and focusing on growth in the company’s most scalable, highest margin channel. The client found Rubicon very professional and responsive, with “big think” ideas clearly presented within the context of the live event.

The event itself produced great results and resonated differently with each participant. Unity, insight, collaboration and the creative experience still resonate within the team as a result. The executive leading the team recently had a 360° review and found that, to a person, the team members all talked about what a great, formative experience it was. She felt the impact was profound and was especially gratified by Rubicon’s willingness to fine tune the deliverables.

A final client comment stated that Rubicon provided a customized strategy, then followed through with appropriate direction and delivered exceptional value.