A publicly traded, sector-specialist SaaS provider serving professional services had saturated growth in its core legal market. The company had a modest but under-penetrated footprint in accounting and consulting (A&C) and needed a credible plan to accelerate revenue in that vertical after years of stagnated efforts while meeting quarterly expectations.

The Challenge

Leadership sought clarity on where to play and how to win in A&C: which buyer archetypes to prioritize, how to position value, and when to engage during ownership and transformation cycles. Sales motions were product-centric, limiting enterprise-level conversations and cross-sell potential.

Our Approach

We built a comprehensive A&C factbase and market map grounded in voice-of-market interviews and proprietary datasets. We segmented customer segments by key criteria, then scored against attractiveness and feasibility using such factors as growth trajectory, willingness to pay, tech readiness, and more. We identified priority targets with a clear rationale and translated insights into buyer archetypes, value narratives, and entry triggers, particularly in the attractive private equity-backed space.

Finally, we equipped the field with commercial playbooks, messaging, and a shift toward enterprise “sell-above” motions focused on outcomes and aligned incentives, supported by a staged roadmap for cross-sell and product repositioning.

Our Impact

The work reset the client’s growth thesis for A&C. Management re-prioritized investments on our recommended segment and codified a land-and-expand plan aligned to executive buyers. Directionally, the analysis sized a path to ~$120 million – $150 million in incremental ACV by FY 2030 (mid-30s CAGR) contingent on the new sales strategies; it also highlighted salesforce scale and profile shifts with ~35% higher productivity per seller. The board endorsed the strategy; the company centered its revenue kickoff national summit on the new theme, launched marketing collateral, and stood up value engineering to quantify ROI in deals.