How Declining Commercial Efficiency is Holding Back Profitable Growth

Facing headwinds from inflation, rising wages, and decades-high interest rates, most companies are struggling to realize their growth ambitions. Despite these recent struggles, company leaders are looking at 2024 and beyond as a time when value creation will come from accelerating growth rates. The question is how to properly invest resources to fuel growth initiatives and capture demand as it returns across sectors.

To answer that question, we used “Rule of” metrics (i.e., the combination of revenue growth rate and EBITDA margin) to evaluate revenue performance and operating profitability at 237 SaaS, information technology, and commercial services companies from 2021 to 2023. 

This research compares how leading firms invested for growth vs. the rest of the market and provides actionable recommendations for CEO, CFOs, and senior commercial leaders to counter declining productivity. Following each recommendation, we offer diagnostic questions for your leadership team to evaluate internal processes and spark discussion on opportunities to improve commercial effectiveness.

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