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Bain Medium Revenue Growth

Henderson Electric

#Electronics #Industrial Equipment #Software/SaaS #HVAC
ProHub Comment

This is a revenue growth case focused on a B2B SaaS software product with low penetration (25% of market) despite strong hardware sales. The case requires candidates to diagnose adoption barriers and build a growth strategy, with particular emphasis on sales force effectiveness as the primary lever for enterprise software sales.

Estimated Time 15 minutes
Difficulty Medium
Source PeterK
50 / 100
Henderson Electric offers industrial air conditioning units, maintenance services and Internet-of-Things (IoT) enabled software to monitor the air conditioning system functionality in real-time. The overall sales are $1B, however the software revenue remains low. The CEO has hired your team to design a revenue growth plan to boost sales of their IoT-enabled software.

Clarifying Information

  1. The client serves a wide variety of storage facilities and factories - food processing, medicine production, computer chip manufacturing, etc.
  2. The client offers all kind of air conditioning units and cooling equipment
  3. The software alerts customers on system failure, unusual behavior, and maintenance cycle to reduce repair costs
  4. The software is versatile and can work on equipment of other producers too
  5. No revenue goals provided