Turning untapped data into a $1.1B revenue engine

To accelerate growth, the CEO turned to West Monroe to analyze customer data and pinpoint the most valuable revenue opportunities. The company’s rapid expansion through acquisitions left it with disjointed data, making it difficult to assess cross-selling potential or customer retention risks. West Monroe used Intellio® Predict, our proprietary machine learning platform, to structure and analyze millions of customers and product data points. In just weeks, we delivered a data-backed view of the company’s opportunities, including targeted cross-selling strategies, upgrade potential, and priority actions to reduce churn—providing the clarity needed to drive strategic growth.

Over 14 weeks, we worked alongside the company’s teams to transform fragmented data into a powerful growth engine. Our experts in software, data science, and revenue analytics began by cleansing and normalizing 28 million rows of data. We then applied a credit-score-style model to evaluate revenue potential across 70,000 customers, generating 7.74 million unique scores, including 96 cross-selling scores per customer. We identified high-value customer-product combinations and prioritized contracts at risk of churn. By leveraging our established predictive models, we provided these insights quickly allowing the company to act immediately to drive revenue and retention.

With a clear, data-driven strategy, the company can now execute targeted revenue growth initiatives with confidence. Our analysis revealed that three of five business units hold the strongest cross-selling opportunities, and 20% of customer-product combinations account for 81% of potential revenue. Sales teams now have clear, targeted lists of what to sell and who to sell to—making it easier to act. On the retention side, the company can focus efforts where they matter most. We found that 91% of churn risk is concentrated in just 20% of customer-product families, enabling precise interventions to protect recurring revenue.