Client
Engineering software/solutions provider, founder owned, <100 employees, later purchased by global publicly held firm with >$10B in revenue.
Market/application
Large-scale oil and gas production systems. Mathematical engine for optimizing throughput and profitability for complex petroleum production systems.
Business challenge
Break through the revenue-per-customer ceiling. Shift customers’ perception of the product from a narrow technical tool to a strategic operational optimization solution.
Qittitut’s contribution to the business solution
Qittitut redefined the core offering with an average price point >10x higher, and shifted the value proposition and selling focus from an engineering sell to an executive sell.
Results
Three successful new pilots led to company sale to a larger global player.
Client
Web-based transaction platform, government-owned, <50 employees.
Market/application
High-value insurance and reinsurance in “overseas” markets. Transaction platform for electronic placement and claims activity among insurance counterparties (brokers, insurers, and reinsurers).
Business challenge
Building a critical mass of membership and activity is critical to all web-based transaction network businesses. The traditional face-to-face, firm-by-firm selling process was proving too slow despite eager early adopters in the client’s home market.
Qittitut’s contribution to the business solution
Conceived and articulated new growth strategy, value proposition, and sales approach. Redefined process flow and key enhancements to software functionality to accelerate take-up. Segmented the global market. Developed activity-based revenue and cost model. Qittitut is currently deeply involved in sales and marketing implementation.
Results
Convinced highly conservative owners and London-centric Board to invest in the new approach. Additional investments in software development, sales, and marketing have been approved. Implementation is currently in progress.
Client
Global major oilfield services firm, publicly held, >$20B in revenue.
Market/application
Step-change in technology for commoditized aspect of well construction. Potential for worldwide applications in both onshore and offshore wells.
Business challenge
Revitalize a failed technology launch to realize a return on over 20 person-years of R&D effort invested.
Qittitut’s contribution to the business solution
Qittitut found the few successful and profitable implementations of the technology across 20 countries, identified large global opportunities that were similar to those successes. We then redefined the product’s value proposition and application focus to capture maximum value in those applications.
Results
$200,000 invested with Qittitut in re-launch achieved $80 million in revenue in 14 months following the engagement.
Client
Testing/simulation software provider, venture-capital-backed, <50 employees.
Market/application
Maritime and offshore industries. Software-based simulation platform to improve and accelerate testing of complex electronic systems aboard large ships and offshore equipment.
Business challenge
Original business model had cost-based project focus. This failed to highlight value and capture sufficient margins in the highest-value market segments.
Qittitut’s contribution to the business solution
Targeted best market segments and identified their key value drivers. Redefined and repackaged existing offerings to focus intensively on delivering that value.
Results
Client succeeded in tying pricing to value delivered, increasing their pricing as they expanded their offerings to higher-value vessel classes. 18 months later, the company completed their third round of venture financing with a substantial increase in valuation.
Client
Engineering information provider, founder-owned, <50 employees.
Market/application
Oil and gas companies’ geology and geophysics technical staffs. Uniquely structured global database of geological information.
Business challenge
After an early period of rapid entrepreneurial growth, revenue and profits plateaued. The original business model ran out of opportunities to increase sales within satisfied customers.
Qittitut’s contribution to the business solution
Redefined and repackaged the existing information offering. Created new value-added solution offerings. Created new value proposition and sales approach.
Results
Within 12 months, revenue per customer from top customers increased from $100,000 to $1 million to $2 million each. Company revenue and profitability increased >5x within four years.
Client
Global oilfield services company and equipment manufacturer.
Market/application
Oil and gas companies’ producing wells worldwide.
Business challenge
Improve margins.
Qittitut’s contribution to the business solution
Launched global sales and pricing initiative including new programs, policies, and training.
Results
Within 12 months, $25 million in incremental margins were delivered from a total investment in program development and training of $587,000.
Client
Emerging alternative energy technology provider.
Market/application
Gas-to-liquids technology.
Business challenge
Size the market for disruptive technology and secure additional investment.
Qittitut’s contribution to the business solution
Conducted blind global study of executive decision-makers to gauge interest and identify roadblocks to technology take-up.
Results
Within four weeks, the study was concluded, and the interview results convinced investors to make the next round of funding.
Client
Oilfield service company.
Market/application
Pressure pumping.
Business challenge
Renegotiate contract pricing.
Qittitut’s contribution to the business solution
Coached senior managers on how to defend a significant price increase.
Results
$54 million annual bottom-line impact.
Client
Gas monitoring equipment and services.
Market/application
Upstream and midstream.
Business challenge
New account development.
Qittitut’s contribution to the business solution
Coached commercial team on a new account-cracking technique to compress the sales cycle.
Results
An enterprise-wide project with significant revenue and margin fall-through.
Scorecards
| Number of customers by industry | 2001–2021 |
|---|---|
| Oilfield services, equip, supply | 2,225 |
| Private equity/VCs | 78 |
| IT software, hardware, consulting | 60 |
| Public sector | 15 |
| Midstream | 15 |
| Oil and gas | 14 |
| Publishing/information services | 13 |
| Environmental services | 12 |
| Professional services | 11 |
| Maritime/offshore technology | 10 |
| Downstream | 9 |
| Financial tech/market infrastructure | 8 |
| Power | 4 |
| Mining | 3 |
| EPC | 3 |
| Types of engagements | 2001–2021 |
|---|---|
| Growth strategy | 189 |
| Opportunity analysis | 181 |
| Pricing | 175 |
| Due diligence | 145 |
| Sales force effectiveness | 69 |
| Branding | 52 |
| Organizational development | 40 |
| Business modeling | 38 |
| Product launch | 36 |
| Supply chain optimization | 22 |
| Executive coaching | 21 |
| Process improvement/LEAN | 15 |
| Sales incentive plan | 10 |
| Customer loyalty program | 7 |
| Customer type | |
|---|---|
| Startups | 22% |
| Established firms | 78% |
| Customer location | |
|---|---|
| U.S. | 57% |
| International | 43% |
