Case Studies
Engagement: May 2025 | Industry: Media & Publishing
Services: Growth assessment, GTM redesign, org design, RevOps, AI & automation roadmap, self-service strategy, enablement
Written by
Quang Do
A leading national media company had the ingredients for accelerated digital advertising growth: brand equity, reach, and enterprise relationships; however, execution lagged. Roughly 20% of accounts drove 64.5% of revenue, yet sellers were bogged down in low-yield activity. Spans of control were too wide, Revenue Operations had been disbanded, and AI pilots weren’t embedded into daily workflows.
• Introduced segment-led coverage (SMB, Mid-Market, Enterprise tiers with vertical overlays).
• Designed AE + CSM pods to increase selling time and clarify Agency vs. Direct responsibilities.
• Re-established Revenue Operations to own systems, reporting, and AI/automation rollout.
• Prioritized AI use cases such as opportunity scoring, real-time reporting, personalization, and guided self-service for SMB/MM.
• Scoped a self-service platform to serve lower-value accounts efficiently without increasing headcount.
Sellers focused more time on high-value accounts and cut back on low-yield effort.
Automation and guided self-service handled stable account volume without adding seller headcount.
Narrower spans, RevOps ownership, and real-time visibility sped up commercial decisions.