Securitas's two TacticalVC cases document the same transformation from different angles. The bundling case shows the revenue composition outcome: technology and solutions moving from 22% to 32% of sales as Securitas shifted from guarding contracts to bundled physical-plus-technology packages, growing total sales 46% to SEK 157B. The sales productivity case shows the organizational change required: a CRM and digital platform investment that grew sales per employee 37% over five years. Together they demonstrate that product mix shift in a physical services business requires parallel investment in salesforce capability — the product and the go-to-market had to change together.
Securitas grew sales 46% to SEK 157B over three years by shifting technology and solutions from 22% to 32% of revenue.
Bundling Physical Security with Technology and Remote Monitoring
Securitas grew sales per employee 37% over five years by shifting technology and solutions to 32% of total revenue.
Digital Transformation Driving 37% Sales Productivity Improvement