Situation
A Fortune 100 technology company was transforming a major enterprise services business for the AI era. AI was reshaping how customers expected to interact with product & success; customers increasingly wanted outcomes rather than hours-based services; and the business needed a more scalable way to reach customers through its’ partner network.
As leadership set the strategy for the road ahead, the challenge was to bring these shifts together with finance growth priorities and the product roadmap in one clear story. In addition to a strategy, the GM also needed to align senior leaders across sales, finance, delivery, and engineering around where the business was headed and why.
Action
Keenan Reid partnered closely with the GM of Product, Strategy Lead and Chief of Staff to develop an approach, codify the strategy into the company’s annual plan and align executive stakeholders.
As part of this work, we:
- Identified three strategic pivots: creating AI-first experiences; shifting value realization to customer outcomes; and modernizing the channel strategy to reach more customers.
- Connected the strategy to growth priorities, financial targets, and the product roadmap, showing how the vision would translate into action.
- Synthesized strategic inputs from across the business into a single storyline connecting market shifts to the need for transformation.
- Developed narrative, materials and communications for the GM to share the strategy with stakeholders across the enterprise.
- Landed near-term changes with a company-wide keynote and 600+ seller 3-day global offsite
Results
The work served as the foundation for the organization’s three-year strategy, where the GM aligned more than 100 senior leaders around the product transformation and priorities for the year ahead.
- Quickly aligned leaders across sales, finance, delivery, engineering, and other functions with a shared understanding of why the business needed to change, where it was going, and how it planned to get there.
- Catalyzed deeper product roadmap and commercial model strategic initiatives to address gaps, implemented over the next two years
- Drove $1B+ in revenue growth over subsequent 24 months
