Template scenario/Cloud analytics · decline
TechCorp · RestructuringA turnaround simulation for revenue leaders
Stop the revenue slide with a 90-day commercial plan the CEO takes to the board, while margins tighten and a sharper rival closes in. Without buying the number back through discounts.
What you inherit
Annual revenue
$2.33B
Stalled
Operating margin
-11.4%
Net retention
91%
Cash
$355M
~16 months runway
Market signals
Customers
Enterprise buyers now treat an AI-native roadmap as table stakes
Market
Analytics workloads keep moving to cloud, pressuring on-prem renewals
Competitors
Aggressive discounting is compressing enterprise analytics deal economics
- Your seat
- Chief Revenue Officer
- Industry
- Cloud analytics
- Rounds
- 3, from the 90-day plan to year-end
- Stakeholders
- 27, from the board to the field
The situation
Where you start.
TechCorp's platform helps large enterprises turn operational data into faster decisions. Growth has stalled near $2.3B, margins are tightening, key accounts are weighing their options, and a new wave of AI-native rivals is taking deals.
A competitor's acquisition of an AI company last week turned a gradual question into one customers are already asking. Another is discounting hard.
You are the Chief Revenue Officer. The CEO needs a plan she can defend to the board, and the revenue line is the load-bearing wall of the whole turnaround.
Your mandate
- Stop the revenue slide, without buying it back through discounts
- Improve the margin and hold retention
- Give the CEO a plan she can defend, before the board looks at alternatives
Pressing on you
- Two of your largest accounts are at risk
- A rival that has just bought its way into AI
- A board split between growth and execution
- An activist investor who wants a cost action, soon
The people
Who you will deal with.
Each has a background, a way of speaking, and an agenda of their own. Select a portrait to meet them.
And many more.
How it works
Your first round in the business simulation.
- 01
Get to know the situation
Read the briefing on TechCorp, the numbers you inherit, the accounts at risk and the rivals, and the messages already waiting from the CEO and your team.
- 02
Work with your team and key stakeholders
Work with sales, customer success, revenue operations and finance. Meet the customers who decide the year, and hear out a rival's overture.
- 03
Make your decisions
Choose up to three initiatives, set targets and a budget, and write the 90-day plan the CEO takes to the board.
- 04
Get support along the way
Your strategy lead, revenue operations data and advisory firms you can bring in help you weigh the options before you commit.
Deliverables
What you deliver.
Round 1
A 90-day plan the CEO can defend
Revenue focus and what to de-emphasise, pricing discipline, key account defence, and the AI response.
Round 2
One outcome, one price, one stop
The commercial outcome that matters, where you hold price, and what you stop doing.
Every round
What you will not do
Your trade-offs, stated and explained.
Skills
Skills it builds.
- 01
Commercial prioritisation
Choosing where revenue comes from when everything looks urgent.
- 02
Pricing and key account defence
Protecting revenue in at-risk accounts against rivals who discount.
- 03
Board and executive alignment
Building a plan a CEO, a CFO and a divided board can stand behind.
Built for
Run TechCorp with your team.
As a workshop, async or a programme.