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Enterprise Software

Accelerating growth amid a shifting industry landscape

Software leaders face complex challenges as the industry undergoes fundamental shifts to subscription business models and the cloud—changes that have rippling effects across software organizations. New analytics and digital technologies, rising customer expectations, and growing demand for skilled employees are intensifying already-fierce competition. Cybersecurity threats and activist investors can derail strategies and product road maps.

Against this backdrop, growth is a powerful predictor of long-term success in software. It matters more than margins or cost structure. We help software leaders navigate these myriad forces and achieve growth.

What we do

Go-to-market transformation

Optimize models and team effectiveness across sales and channel, marketing, and services

Pricing excellence

Improve pricing, discount management, and offering design

Product management and development

Modernize product-development organizations

Subscription transition

Lead organization-wide transformation for the software-as-a-service era

Customer experience, success, and renewals

Reinvent services and customer success

Operational improvement and resilience

Reduce operating costs and improve organizational health

Strategy and transactions

Develop portfolio, M&A, and corporate strategies

4–10%

average increase in performance through dynamic pricing

20–50%

increase in customer lifetime value through subscription transformation

10–20%

average savings through cost transformation

15–20%

improvement in R&D productivity through advanced analytics

Impact story

Strengthening the product-manager workforce

We helped a high-tech company elevate the skills and impact of its 300-person product organization through a three-month capability-building program that encompassed learning forums, online modules, executive coaching, and on-the-job learning.

Examples of our work

Transforming a cloud leader

Partnered with one of the world’s leading software companies to design and roll out a holistic sales transformation with significant changes to segmentation, coverage, customer success, channel, and talent

Software-as-a-service transformation

More than doubled the enterprise value of a midsize enterprise-software company through subscription transformation

Software R&D shift to the cloud

Improved efficiency, speed, quality, and customer satisfaction through advanced analytics and organization-wide transition of product management and engineering to the cloud

Cost reduction

Drove more than $100 million in operating income through a company-wide cost-savings effort and reinvestment in high-growth opportunities

Related capabilities

Product Management & Development

We offer proprietary frameworks, benchmarks and talent development programs to help clients build best-in-class software product and development organizations.

Pricing Solutions

Top-line growth through data-driven price and margin management

QuantumBlack

QuantumBlack is an advanced analytics group that operates at the intersection of strategy, technology and design to improve performance outcomes for organizations.

Featured insights

Collection

Enterprise software: An industry in transformation

Software leaders contend with a growing array of challenges, and new commercial models, artificial intelligence, and digital technologies are raising the competitive bar. This suite of articles offers our latest thinking to navigate changes and to capitalize on the opportunities they present.
Podcast

From start-up to scale: A conversation with Box CEO Aaron Levie

– The cloud-service cofounder and CEO talks about innovation, disruption, and harnessing the next big thing.
Podcast - McKinsey Quarterly

Microsoft’s next act

– CEO Satya Nadella talks about innovation, disruption, and organizational change.
Interview - McKinsey Quarterly

A machine-learning approach to venture capital

– In this interview, Hone Capital managing partner Veronica Wu describes how her team uses a data-analytics model to make better... investment decisions in early-stage start-ups.

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