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TacticalVC · Value Creation Playbook

New Customer Acquisition — Revenue Growth | TacticalVC

Home/Revenue Growth/Volume Growth/New Customer Acquisition

New Customer Acquisition

1.2.1

Expand into adjacent segments, launch PLG motions, build channel programs.

Case Studies(10)

All Organic Inorganic Both

New Customer AcquisitionOrganic + Inorganic

TTEC Holdings

TTEC Holdings — New Customer Acquisition Through Integrated Digital CX Platform

- **Revenue growth**: Total company revenue grew from $1

Business Process OutsourcingGICS 4510Large Enterprise

New Customer AcquisitionOrganic + Inorganic

Concentrix

Concentrix — New Customer Acquisition Through Strategic Combination with Webhelp

- **Revenue scale**: Total revenue grew from $5

Business Process OutsourcingGICS 4510Large Enterprise

New Customer AcquisitionOrganic

CBRE Group

CBRE Group — Industry-Vertical GTM Strategy for Healthcare and Life Sciences

- **Healthcare market leadership**: CBRE became the #1 healthcare real estate...

Commercial Real Estate ServicesGICS 6020Large Enterprise

New Customer AcquisitionOrganic

Marsh McLennan

Marsh McLennan — Multi-Business Platform Driving Sustained Organic Growth

- **Revenue**: $16

Insurance Brokerage & RiskGICS 4030Large Enterprise

New Customer AcquisitionOrganic + Inorganic

Bureau Veritas

Bureau Veritas — Organic Growth Acceleration Through Portfolio Reshaping and High-Growth Vertical Expansion

- **Revenue growth**: Total revenue grew from EUR 5,099

Testing, Inspection & CertificationGICS 2020Large Enterprise

New Customer AcquisitionInorganic

Twilio Inc.

Twilio — Counter-Example: Over-Acquisition and Margin Destruction in CPaaS

Cumulative GAAP operating losses totaled approximately $3

Enterprise SaaSGICS 4510Large Enterprise

New Customer AcquisitionInorganic

Constellation Software Inc.

Constellation Software — Serial M&A with ROIC Discipline in Vertical Market Software

Revenue grew from $1

Vertical Market SoftwareGICS 4510Large Enterprise

New Customer Acquisition

Rollins Inc

Rollins Inc — Compounding Growth Through Tuck-In Acquisition Strategy

- **Revenue compounding**: Revenue grew from $2

Facility ServicesGICS 2020Large Enterprise

New Customer Acquisition

Rentokil Initial

Rentokil Initial — Customer Retention Turnaround Through Terminix Integration

- **Retention transformation**: Terminix customer retention improved from 62

Facility ServicesGICS 2020Large Enterprise

Team Structure and Accountability

Brown & Brown

Brown & Brown — Decentralized Operating Model Driving Organic Growth and Margin Expansion in Insurance Brokerage

- **Revenue growth**: Total revenues grew from approximately $2

Insurance Brokerage & RiskLarge Enterprise