Case Study: Uncovering $20M in Unallocated ARR for a SaaS Portfolio Company

Revenue Growth | Customer Segmentation | Global SaaS

The Opportunity

A global B2B SaaS company, backed by a private equity sponsor, was struggling with poor visibility into account coverage and revenue attribution across North America, EMEA, and APAC.

Our Role

We partnered with Customer Success and Finance teams to:

✔️ Rebuild ARR Allocation Models
Analyzed global revenue data to uncover $20M in unallocated ARR, correcting gaps in regional account assignment.

✔️ Tiered Customer Segmentation
Built a new coverage model by segmenting clients by ARR tier and pairing digital touchpoints with high-touch CSM engagement.

✔️ Operational Realignment
Advised leadership on headcount deployment and process automation to ensure comprehensive client success coverage worldwide.

The Outcome

The company restructured its CS org around a new, data-backed model—improving retention visibility and global execution while recapturing millions in addressable revenue.

Snapshot

• Sector: B2B SaaS

• Region: Global

• Our Work: Revenue Attribution · Segmentation Strategy · Org Design