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SMB revenue transformation and retention excellence

Challenge

BlackBerry was transitioning from hardware to software with a $20M SMB revenue base, a $50M renewals book, and a cost of sale model that was putting profitability under serious pressure.

Solution

We built a dedicated SMB sales capability, backed by EIMS’s sales platform to reduce cost of sale, and took over full management of the renewals function with a retention-focused strategy.

Case study image template_Blackberry.png

120% 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 %

Revenue growth, from $20M to $44M

30%+ 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 % +

Reduction in cost of sale, from 35% to under 5%

5.2% 0 1 2 3 4 5 6 7 8 9 0 . 0 1 2 3 4 5 6 7 8 9 0 %

Increase in customer retention in the first year

13 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0

Years of sustained partnership

EIMS always try to over achieve… That’s the culture of winners. If EIMS promised me something or told me something, then I can basically 100% trust it happens.

SVP Sales