Smarter Collaboration

3 Enterprise-Wide Diagnostic

Up and down the hallways of a fast-growing enterprise software company, TechStar, the race for growth was becoming increasingly challenging.¹

Early on, the company’s innovative software was wildly popular in the market, and bagging new logos was easy. But as the business matured, its leaders realized that sustaining high growth by acquiring new clients was unrealistic. The pool of attractive new clients was shrinking, onboarding large numbers of complex new accounts was difficult, and many existing clients were grumbling, loudly. TechStar’s CEO, Rick Jones, realized that many current “wins” focused on narrow parts of the client’s enterprise—say, a single division or country. TechStar clearly wasn’t maximizing ...