Case Study
enterprise computing servicesEnterprise Computing Solutions (ECS) is a strategic Value Added Reseller (VAR) for Hewlett-Packard / Compaq and also provides consulting services to support their hardware product sales. ECS has also been recognized twice by Inc. Magazine as one of the fastest growing companies in the United States.
Intro / CHALLENGE
How We Developed a 3-Year Roadmap to Help Increase Services Revenue by over 300%
ECS service revenue represented a small portion of the companies overall revenue stream and the executive team desired a different revenue mix between the product line and the service offerings. We were engaged to perform a thorough review of the company’s service offerings and determine the optimal mix of services to drive consulting revenues.
Details
3-Year Roadmap, 300% increase
APPROACH
We met with all management team members to discuss the HPQ partnership and HPQ product direction, service offerings in the marketplace, ECS service offerings and staffing skill sets, as well as how ECS was measuring, reporting, and managing its services business. With an aggressive timetable of approximately three months, our approach was designed around market research, cross-functional interviews, client and vendor interviews, department reviews, and consulting P&L reviews. We collected the raw detailed information, synthesized the information into a roadmap for executive management and developed key metrics and risk mitigation strategies for achieving an increase in consulting revenues. We subsequently held debrief sessions with executive management to gain group feedback and consensus.
Solution / RESULTS
We developed an extensive 3-year roadmap to increase consulting services utilization from 48% to 70%, increase revenues by 50% per month, and increase overall consulting services revenues by over 300% in 3 years. The company achieved an industry standard revenue mix between products and services and reached the planned increase in overall services revenues as identified in the 3-year roadmap.
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Dave Butler, CEO
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