Case Study: Multimillion-Dollar Industrial Company achieves stronger growth and margin improvement with AlixPartners

Multimillion-Dollar Industrial Company - Customer Case Study

Multimillion-Dollar Industrial Company was losing market share in its core business as its field sales team became overly focused on the distribution channel instead of end-customer needs. This led to deteriorating customer relationships, inconsistent pricing across segments, eroding margins, and a confusing product mix with too many SKUs. The company turned to AlixPartners for help redefining its go-to-market strategy, sales approach, organization, compensation, and product/service offering.

AlixPartners overhauled the company’s go-to-market model by defining market segments, analyzing end-customer behavior, recommending a simpler and more targeted product mix, shifting sales toward multiproduct solutions, and redesigning territory coverage and compensation. The changes quickly paid off: both divisions beat their five-year revenue-improvement targets within just two quarters, and the new sales coverage model delivered significant cost savings. Following these results, Multimillion-Dollar Industrial Company asked AlixPartners to lead the launch of its newly reconfigured product portfolio.