Search Case Studies

Forecasting and Planning

Automatic Data Processing, Inc. (ADP)

ADP — DataCloud Workforce Analytics Platform Driving Client Retention and Revenue Per Client Growth

- **Client retention rate**: ADP's Employer Services client revenue retention...

Datadog, Inc.

Datadog — Customer Expansion Through Multi-Product Observability Platform

Revenue grew from $603

Team Structure and AccountabilityOrganic

JLL

JLL — Work Dynamics Segment Growth Through Integrated Workplace Management

- **Work Dynamics revenue growth**: Segment revenue grew from $11

Talent and Capability

IBM Corporation

IBM — New Collar Skills Program Retraining 175,000 Employees for Cloud and AI Roles

- **175,000+ employees trained in new skills**: IBM retrained over 175,000 em...

Measurement and Analytics

HCA Healthcare, Inc.

HCA Healthcare — Real-Time Clinical Analytics Reducing Sepsis Mortality Across 186 Hospitals

- **22

HealthcareLarge Enterprise

Customer ExpansionOrganic + Inorganic

Parsons Corporation

Parsons Corporation — Customer Expansion Through Defense and Infrastructure Cross-Sell

- **Total revenue growth**: Revenue grew from $3

Product Mix ShiftOrganic

Fujitsu

Fujitsu — Uvance Product Mix Shift from Legacy IT to Cross-Industry Digital Solutions

Fujitsu Uvance demonstrated strong revenue growth from its ¥200 billion basel...

Volume GrowthOrganic

Hays plc

Hays plc — Organic Net Fee Income Growth Through Geographic and Sector Expansion

All figures sourced from official Hays plc Preliminary Results statements (se...

Measurement and AnalyticsOrganic

Cushman & Wakefield

Cushman & Wakefield — Services Contract Discipline Driving Margin Expansion and Record Revenue

The contract discipline and operational restructuring produced measurable fin...

Measurement and AnalyticsOrganic

Paychex

Paychex — Platform-Embedded Analytics Driving Revenue Per Client Growth

- **Total revenue growth**: Revenue grew from $4

SAP SE

SAP — Revenue Model Shift: Legacy ERP to Cloud Transition

Cloud revenue grew from approximately €5

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 & CertificationLarge Enterprise

Product Mix ShiftOrganic + Inorganic

KBR

KBR — Product Mix Shift from Engineering to Government Services

- **Revenue growth**: Total revenue grew from $4

Shopify Inc.

Shopify — Revenue Model Shift: From Subscription SaaS to Commerce Platform

Revenue grew from $1

ManufacturingLarge Enterprise

Quality and Reliability

Toyota Motor Corporation

Toyota Motor — Toyota Production System Achieving Industry-Lowest Defect Rates Through Built-In Quality

- **Industry-lowest defect rates**: Toyota vehicles have consistently ranked ...

Packaging and BundlingOrganic

HubSpot, Inc.

HubSpot — Product-Led Growth: Freemium CRM as Cross-Sell Engine

Revenue grew from $513M (FY2018) to $2

Enterprise SaaSEnterprise

Governance and Cadence

Salesforce, Inc.

Salesforce — V2MOM Framework Aligning 73,000+ Employees to a Single Operating Plan

- **Alignment at 73,541 employees (FY2022)**: Salesforce scaled V2MOM across ...

ADP

ADP — Customer Expansion Through HCM Platform Upsell

- **Total revenue growth**: Revenue grew from $14

ServiceNow, Inc.

ServiceNow — Customer Expansion: From IT Ticketing to Enterprise Platform

Revenue grew from $2

E-commerceLarge Enterprise

Cycle Time Reduction

Amazon.com, Inc.

Amazon — Fulfillment Network Redesign Compressing Delivery Cycle from Days to Same-Day

- **Same-day delivery in 90+ U

New Customer AcquisitionInorganic

Twilio Inc.

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

Cumulative GAAP operating losses totaled approximately $3

Delivery and FulfillmentOrganic

Workday, Inc.

Workday — Partner-Led Deployment Reduces Professional Services Drag and Expands Operating Margin

- **Revenue growth**: Total revenue grew from $2

Revenue Mix

Savills

Savills — Geographic Diversification and Property Management Scale Driving Earnings Recovery in CRE Services

- **Revenue growth**: Group revenue increased 7% to approximately £2

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

Sodexo

Sodexo — Integrated Facilities Management and Food Services Expansion Driving Client Revenue Growth

- **Revenue — continuing operations**: Sodexo continuing operations (on-site ...

Product Mix ShiftInorganic

NTT Data

NTT Data — Global Consolidation Creating a $30 Billion IT Services Powerhouse

- **Combined revenue**: The merged entity created an IT services company with...

Customer Mix ShiftOrganic

TriNet Group

TriNet Group — Revenue Per WSE Growth Through Vertical Specialization

- **Revenue growth**: Total revenue grew from $3

Professional & Advisory ServicesMid-Market

Cycle Time Reduction

Heidrick & Struggles International

Heidrick & Struggles — Cloud Content Platform Compresses Executive Search Cycle by Up to Six Weeks

- **Cycle time reduction**: Search cycle times improved by up to six weeks co...

Marketing EfficiencyOrganic

Infosys

Infosys — Industrialized Large Deal Pursuit Model Driving Record Contract Wins

- **Record large deal wins (FY2024)**: Large deal TCV reached a record $17

Marketing EfficiencyOrganic

Tata Consultancy Services

TCS — Hyperscaler Partnership Strategy Scaling Cloud Delivery and Revenue Growth

- **Revenue growth**: TCS revenue grew from ₹164,177 crore (~$22

General and AdministrativeInorganic

Capita

Capita — Organizational Simplification and COVID-Driven Cost Restructuring

- **Total savings**: Achieved £122 million in total savings in 2020, comprisi...

Supplier and Input CostsOrganic

CBRE Group

CBRE Group — Scale-Driven Procurement Leverage in Global Workplace Solutions

- **GWS revenue growth**: GWS revenue grew from approximately $22

R&D EfficiencyOrganic + Inorganic

Tech Mahindra

Tech Mahindra — Margin Recovery Through Project Fortius

Project Fortius delivered measurable margin recovery within the first year of...

Workflow AutomationOrganic

Aon

Aon — Operational Consolidation Through Aon Business Services

- **Revenue growth**: Total revenue grew from $11

Delivery and FulfillmentOrganic

Genpact

Genpact — Revenue Enablement Through Delivery Automation

- **Revenue growth outpacing headcount**: Revenue grew 34% from $3

Supplier and Input CostsOrganic

Sodexo

Sodexo — Centralized Procurement Through Entegra GPO in Global Food Services

- **Revenue (continuing operations)**: €22

Rate OptimizationOrganic

Robert Half International

Robert Half International — Rate Optimization

- **Bill rate growth**: Average bill rates across temporary staffing increase...

Market EntryOrganic + Inorganic

Randstad

Randstad — New Customer Acquisition Through Geographic Expansion and Partnerships

- **Total revenue growth**: Revenue grew from €23

Contract StructureOrganic

ISS A/S

ISS A/S — Contract Structure and Built-In Price Escalators

- **Organic revenue growth recovery**: Organic growth recovered from 2

New Customer AcquisitionOrganic + Inorganic

TTEC Holdings

TTEC Holdings — New Customer Acquisition Through Integrated Digital CX Platform

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

New Customer AcquisitionOrganic + Inorganic

Concentrix

Concentrix — New Customer Acquisition Through Strategic Combination with Webhelp

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

Customer Mix ShiftOrganic

Heidrick & Struggles

Heidrick & Struggles — Building a Diversified Advisory Business Beyond Executive Search

- **Heidrick Consulting revenue**: Grew from $56

Infosys

Infosys — Shifting from Time-and-Materials to Large-Deal Outcome-Based Engagements

- **Record large deal TCV**: FY2024 large deal TCV reached a record $17

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...

Packaging and BundlingOrganic

Securitas

Securitas — Bundling Physical Security with Technology and Remote Monitoring

- **Revenue growth**: Total Group sales grew from SEK 107

Packaging and BundlingOrganic

Insperity

Insperity — PEO Co-Employment Bundling Doubles Revenue Over Six Years

Over the 2017–2023 period (6 years), Insperity achieved significant growth ac...

Customer ExpansionOrganic + Inorganic

Salesforce, Inc.

Salesforce — Platform Ecosystem and AppExchange as Revenue Multiplier

Revenue grew from $13

Delivery and FulfillmentOrganic

EXL Service

EXL Service — AI-Driven Automation in Insurance Operations

- **Revenue growth**: $991

General and AdministrativeOrganic

Accenture

Accenture — Offshore Delivery Model Transformation

- **Revenue growth**: Net revenue grew from $31

Rate OptimizationOrganic

Cognizant Technology Solutions

Cognizant Technology Solutions — Rate Optimization Through Value-Based Pricing

The digital revenue mix shift was real, but the rate optimization thesis was ...

Genpact

Genpact — Revenue Diversification and Model Shift From GE Captive to Global Digital Services

- **Revenue growth**: Total revenue grew from $2

Market EntryOrganic + Inorganic

WNS Holdings

WNS Holdings — Acquisition-Led Market Entry Into Healthcare BPO

The HealthHelp acquisition successfully expanded WNS's healthcare vertical, w...

Sales EfficiencyOrganic + Inorganic

Securitas

Securitas — Digital Transformation Driving 37% Sales Productivity Improvement

- **Sales productivity (IMD-sourced)**: According to an IMD Business School c...

Support and Customer SuccessOrganic

Automatic Data Processing

ADP — Self-Service Digital Platform Driving Support Cost Leverage at Scale

- **Revenue growth with margin expansion**: Total revenue grew from $15

Professional & Advisory ServicesLarge Enterprise

Talent and CapabilityOrganic

Genpact

Genpact — Genome Platform Accelerating Workforce Reskilling for Digital Services Growth

- **Data-Tech-AI revenue growth**: Data-Tech-AI services revenue grew from $1

Governance and CadenceOrganic

EXL Service

EXL Service — Analytics-Led Operating Model Transformation Driving Revenue and Margin Expansion

- **Revenue nearly doubled**: Total revenue grew from $1

Governance and CadenceOrganic

TaskUs

TaskUs — Specializing in Digital-Native Clients to Achieve Premium BPO Growth and Margins

- **Revenue growth**: Revenue grew from $760

Unisys Corporation

Unisys — Revenue Model Shift Through Subscription Conversion and Portfolio Concentration

- **Revenue concentration on high-margin software:** By FY2023, the ECS segme...

New Customer AcquisitionOrganic

Marsh McLennan

Marsh McLennan — Multi-Business Platform Driving Sustained Organic Growth

- **Revenue**: $16

Testing, Inspection & CertificationLarge Enterprise

Product Mix ShiftOrganic

Intertek Group

Intertek Group — Product Mix Shift Through Total Quality Assurance Strategy

- **Revenue growth:** Total revenue grew from GBP 2,801 million (FY2018) to G...

Market EntryOrganic + Inorganic

Eurofins Scientific

Eurofins Scientific — Market Entry Through Acquisitive Laboratory Network Expansion

- **Revenue growth:** Total revenue grew from approximately EUR 2

Testing, Inspection & CertificationLarge Enterprise

Zoom Video Communications, Inc.

Zoom — Counter-Example: Post-COVID Revenue Stagnation Despite Margin Improvement

Revenue growth decelerated sharply: from 55% (FY2022) to 7% (FY2023) to just 3

General and AdministrativeOrganic

Salesforce, Inc.

Salesforce — Activist-Driven Margin Expansion and Capital Return Pivot

Non-GAAP operating margin expanded from 22

Product Mix Shift

The Brink's Company

Brink's Company — Product Mix Shift to Digital and Recurring Revenue Services

- **Revenue growth**: Total revenue grew from approximately $4

New Customer AcquisitionInorganic

Constellation Software Inc.

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

Revenue grew from $1

Vertical Market SoftwareLarge Enterprise

Customer ExpansionOrganic + Inorganic

Palo Alto Networks, Inc.

Palo Alto Networks — Platform Consolidation and Platformization Strategy in Cybersecurity

Next-generation security (NGS) ARR reached $4

CybersecurityLarge Enterprise

General and AdministrativeInorganic

Aramark

Aramark — Margin Recovery Through Operational Discipline and Cost Containment

- **Revenue recovery**: Total revenue grew from $12

Contract StructureInorganic

Teleperformance

Teleperformance — Contract Structure Shift to Multi-Year Specialized Services

- **Specialized Services revenue growth**: Specialized Services revenue reach...

Contract StructureOrganic

Conduent

Conduent — Contract Restructuring Through Outcome-Based Pricing and Minimum Commitments

- **New business signings**: Annual contract value of new business signings r...

Market EntryInorganic

Adecco Group

Adecco Group — Market Entry Into Technology Engineering Through Akkodis

- **Revenue scale**: Akkodis generated €3

Marketing EfficiencyOrganic + Inorganic

HCL Technologies

HCL Technologies — IBM IP Acquisition Creating a Software-Led Services Growth Engine

- **Total revenue growth**: HCL Technologies revenue grew from approximately $10

Support and Customer SuccessOrganic

Xerox

Xerox — CareAR Remote Support Reducing Field Service Costs

- **Site visits eliminated**: In the first 18 months of deployment, 21,000 si...

Support and Customer SuccessOrganic

Serco Group

Serco Group — Technology-Enabled Service Delivery Reducing Support Costs in Government BPO

- **Underlying operating profit improvement**: Group underlying operating pro...

Infrastructure and HostingOrganic + Inorganic

Atos

Atos — Tech Foundations Infrastructure Transformation and Cost Restructuring

- **Operating margin turnaround**: Tech Foundations operating margin turned p...

Infrastructure and HostingOrganic

Rackspace Technology

Rackspace Technology — Infrastructure Model Pivot From Owned to Managed Multi-Cloud

- **Revenue decline during transition**: Total revenue declined from $3,010M ...

Infrastructure and HostingOrganic

Unisys

Unisys — Cloud-First Infrastructure Transformation Reducing Delivery Costs

- **Revenue declined during transition**: Total revenue fell from $2,054M (FY...

Delivery and FulfillmentInorganic

NTT Data

NTT Data — Global IT Services Consolidation Reducing Delivery Cost Through Scale Unification

- **Scale achieved**: The unified NTT DATA entity reached approximately $30 b...

R&D EfficiencyInorganic

Capgemini

Capgemini — Altran Integration Driving Cost Synergies and Engineering Scale

Capgemini achieved its integration synergy targets ahead of the original thre...

Professional & Advisory ServicesEnterprise

Product Mix Shift

Huron Consulting Group

Huron Consulting Group — Revenue Mix Shift to Digital and Managed Services

- **Record revenue**: FY2024 revenues before reimbursable expenses reached a ...

Workflow AutomationOrganic

Maximus

Maximus — Digital Government Services Expansion Driving Revenue Growth in Benefits Administration

- **Revenue growth**: Revenue grew from $4

Team Structure and AccountabilityInorganic

Korn Ferry

Korn Ferry — Acquisition-Driven Expansion from Executive Search to Integrated Talent Advisory

- **Revenue growth:** Fee revenue grew from $1,810M (FY2021) to $2,835M (FY20...

Measurement and AnalyticsOrganic

Leidos

Leidos — Digital Modernization and Contract Portfolio Optimization Driving Margin Expansion

- **Revenue growth**: Revenue grew from approximately $14

Quality and ReliabilityOrganic

Cognizant Technology Solutions

Cognizant — CMMI Level 5 Quality Engineering Driving Service Delivery Excellence

Cognizant's sustained CMMI programme produced measurable organisational scale...

Quality and ReliabilityOrganic

WNS Holdings

WNS Holdings — Analytics-Driven Quality Assurance in Insurance BPO Processing

WNS's AI-powered quality management and STP platform delivered measurable imp...

Cycle Time ReductionOrganic

Randstad

Randstad — Digital Platform Investment and Operational Efficiency in Global Staffing

- **Revenue**: Revenue peaked at €27

Cycle Time ReductionOrganic

The Adecco Group

Adecco Group — Digital Transformation of Workforce Solutions Through Future@Work and Omnichannel Strategy

**Market share gains**: The Adecco segment achieved relative revenue growth o...

Forecasting and PlanningOrganic

Infosys

Infosys — Scaling Workforce Management Through InfyMe Digital Platform

By FY2023, Infosys had grown revenue to $18

Forecasting and PlanningOrganic

ManpowerGroup

ManpowerGroup — Talent Solutions Segment Growth Through Workforce Analytics and RPO Expansion

- **Revenue trajectory**: Revenue peaked at approximately $19

Forecasting and PlanningOrganic

Robert Half International

Robert Half — Protiviti Consulting Engine Shifts Revenue Mix Toward Professional Services

- **Protiviti revenue growth:** Revenue grew from $1,129M (FY2019) to $1,970M...

Wipro

Wipro — FullStride Cloud and Acquisition Strategy Driving Account Expansion

- **Revenue growth**: Wipro revenue grew from approximately $8

Contract StructureOrganic + Inorganic

SAIC

SAIC — Contract Portfolio Transformation Through Engility Acquisition

- **Revenue transformation**: Revenue grew from $3

Sales EfficiencyOrganic

Atlassian Corporation

Atlassian — Sales Efficiency Through Product-Led Growth at Enterprise Scale

Revenue grew from $1

CrowdStrike Holdings, Inc.

CrowdStrike — Platform Consolidation Through Module Expansion in Cybersecurity

Revenue grew from $874

Revenue Model Shift

ISS A/S

ISS A/S — Revenue Model Shift Through Integrated Workplace Experience

- **Revenue growth**: Group revenue grew from DKK 71

New Customer Acquisition

Rollins Inc

Rollins Inc — Compounding Growth Through Tuck-In Acquisition Strategy

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

New Customer Acquisition

Rentokil Initial

Rentokil Initial — Customer Retention Turnaround Through Terminix Integration

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

Product Mix Shift

Loomis AB

Loomis AB — Margin Expansion Through Cash Management Automation and Service Bundling

- **Record revenue**: Full-year 2024 revenue reached SEK 30

Professional & Advisory ServicesLarge Enterprise

Customer Expansion

FTI Consulting

FTI Consulting — Cross-Segment Expansion Driving Record Revenue

- **Record revenue**: FY2024 revenues reached $3

Uniform & Textile ServicesLarge Enterprise

Cintas Corporation

Cintas Corporation Grows First Aid & Safety Revenue 55% Through Route-Based Cross-Sell

Cintas's cross-sell strategy delivered accelerating growth across its non-uni...

Facility ServicesEnterprise

ABM Industries

ABM Industries Expands EBITDA Margin 160 Basis Points Through Integrated Facility Solutions Cross-Sell

ABM's ELEVATE strategy drove both revenue growth and margin expansion over th...

General and AdministrativeInorganic

DXC Technology

DXC Technology — $500 Million Cost Reduction Through Operational Restructuring

- **Cost savings delivered**: DXC eliminated $500 million in costs across sta...

Supplier and Input CostsInorganic

Marsh McLennan

Marsh McLennan — Third-Party Vendor Rationalization in Professional Services

- **JLT integration savings**: Total annualized cost synergies from the JLT a...

Customer Mix ShiftOrganic

Booz Allen Hamilton

Booz Allen Hamilton Grows Revenue 42% Through Cybersecurity and AI Mix Shift

Booz Allen's FY2020-FY2024 pivot delivered both top-line acceleration and mar...

CGI Group

CGI Group Expands EBIT Margin 170 Basis Points Through IP-Based Solutions Shift

CGI's five-year IP shift delivered steady margin expansion and revenue growth:

Accenture

Accenture — Repositioning Toward Digital and Cloud to Defend Premium Pricing

- **Digital revenue mix shift:** Digital, cloud, and security-related revenue...

Rate OptimizationOrganic

Aon

Aon — Analytics-Driven Rate Optimization in Risk Consulting

- **Organic revenue growth acceleration**: Delivered 7% organic revenue growt...

Product Mix ShiftOrganic

Atos

Atos — Pivoting from Traditional IT Services to Cybersecurity and Decarbonization

- **Eviden revenue and margin**: The Eviden-designated businesses generated €...

Talent and CapabilityOrganic

Wipro

Wipro — Attrition-Driven Margin Compression and Recovery in IT Services

- **Attrition reduction**: Voluntary attrition (trailing twelve-month) fell f...