Accelerating Digital Revenue for a Tech Consulting Firm

Client Snapshot

A leading technology consulting firm with deep roots in the manufacturing domain, known historically for traditional IT services. With a 400-person team and an established client base, the company set an ambitious goal: shift its core business toward emerging digital technologies like Cloud, IoT, Data, and AI.

The Challenge

Despite internal readiness and a clear mandate to grow digital revenue by 20 to 25 percent, the firm struggled to gain traction. Clients continued to perceive them as traditional service providers, not digital innovators. Early sales efforts produced negligible results. The pressure to show momentum led to inflated internal reporting—an issue quickly addressed by leadership.

The real problem wasn’t lack of opportunity. It was a disconnect between what the sales team was saying and what clients needed to hear. Without a clear value proposition or enablement system built for digital, the firm’s existing sales muscle fell short. Momentum stalled in the middle of the funnel, and revenue goals were consistently missed.

What We Did

We addressed the problem at its core—building clarity, alignment, and momentum from within.

• Sales Funnel Audit
  We conducted a comprehensive audit across people, processes, technology, metrics, and culture. The findings revealed key gaps:

  • No targeted content for digital offerings

  • No defined nurture strategy for digital prospects

  • Misaligned KPIs between sales and marketing

  We delivered a focused action plan that detailed what to start, stop, and continue. The roadmap addressed tooling upgrades, process redesigns, and tighter marketing-sales alignment.

• Middle-of-Funnel Acceleration
  We implemented structured sales workflows, modernized reporting systems, and introduced performance tracking tailored to digital offerings. Custom sales content was created to support conversations around Cloud, Data, AI, and IoT.

  A fully personalized nurture workflow was also introduced, including:

  • Defined customer journeys

  • Strategic content drops based on audience segments and buying stage

  • Updated collateral and success stories to reinforce digital credibility

  The rollout was phased, ensuring each piece of the funnel was optimized to build trust, move leads forward, and support meaningful conversations.

The Results

Within six quarters, the firm saw a measurable shift in both performance and perception:

• 20 to 30% increase in revenue from digital offerings

• Improved alignment and collaboration between sales and marketing teams

• Scalable, future-ready sales infrastructure designed for continued growth

These changes helped reposition the company from a legacy technology partner to a credible player in the digital transformation space—unlocking new revenue streams and long-term competitive advantage.