Case Study
About
A GTM Transformation Built From the Inside Out.
An international AdTech company partnered with Vibrance to strengthen their commercial organisation and accelerate revenue growth. Despite strong product-market fit, the business struggled to convert that potential into consistent, scalable sales execution.
We embedded operationally with the client's commercial team and leadership - conducting interviews across the full organisation, redesigning processes, rebuilding team structures, and realigning incentives across sales, customer success, and marketing.
The result was a fundamentally stronger commercial engine: a sharper GTM motion, a high-performing team, and the operational clarity that translated directly into revenue growth and a higher exit multiple.
Scope
Sector
AdTech & SaaS
Operating at the competitive intersection of advertising technology and SaaS, the client needed a commercial model built to perform and scale across international markets.
Location
Stockholm
A Stockholm-based operation with international reach, requiring both local operational presence and cross-market commercial thinking.
Duration
12 Months
An ongoing partnership that evolved from initial GTM redesign to continued commercial advisory and team development.
Results
52% Revenue Growth
The engagement delivered measurable commercial impact - accelerating revenue, strengthening team performance, and enabling a higher exit multiple.
Our Approach
The engagement combined deep organisational analysis with hands-on implementation - working alongside leadership to redesign the commercial model from the ground up.
Step 1
Assessment
We began with a full commercial diagnostic - interviewing all sales and CS staff, mapping existing processes, and identifying the root causes of underperformance across the GTM function.
Interviewed all commercial staff and management
Mapped GTM processes and identified execution gaps
Evaluated team structure, roles, and compensation models
Step 2
Commercial Redesign
Based on the assessment, we redesigned the core commercial architecture - building new processes, restructuring teams, and realigning incentives across sales, marketing, and customer success.
Developed new commercial processes and playbooks
Revised compensation models to drive the right behaviours
Strengthened alignment between sales, CS, and marketing
Step 3
Team Building & Implementation
We moved into hands-on execution - recruiting new team members and embedding the new structure into daily operations to ensure lasting impact beyond the engagement.
Recruited and onboarded high-performing sales and CSM talent
Implemented new operating rhythms and performance tracking
Supported leadership through the transition to the new model
Result
52% Revenue Growth. A Stronger Team. A Higher Exit Multiple.
The commercial transformation delivered results that went well beyond the original brief.
Revenue growth accelerated by 52%, driven by a sharper GTM motion, a restructured team, and processes built for scale. The improved commercial performance also strengthened the company's exit positioning - enabling a higher valuation multiple at the point of transaction.
The engagement demonstrated what becomes possible when operational presence, strategic clarity, and the right team structure come together - not as a consulting report, but as a real organisational transformation.
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