Henderson Electric
Practice this intermediate profitability case interview question from Bain in the Manufacturing sector. Includes detailed problem prompt, clarifying questions, structured framework, and expert recommendation. Part of ProHub's 835+ consulting case library.
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
26 minutes
Difficulty
Medium
Source
PeterK
36
/ 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
- The client serves a wide variety of storage facilities and factories - food processing, medicine production, computer chip manufacturing, etc.
- The client offers all kind of air conditioning units and cooling equipment
- The software alerts customers on system failure, unusual behavior, and maintenance cycle to reduce repair costs
- The software is versatile and can work on equipment of other producers too
- No revenue goals provided