Blue Ridge Partners has served over 500 clients and has deep expertise in helping Technology clients grow their Top Line revenue.

1. Our Technology, Media and Telecom Practice 1© Blue Ridge Partners Management Consulting
Blue Ridge Partners focuses exclusively on helping
companies accelerate profitable revenue growth.
With personnel in 15 North American, European
and Australian locations, we are positioned to help
address the highest priority issue of many CEOs,
Boards and shareholders — top-line revenue
growth. To date, we have helped more than 500
companies accelerate profitable revenue growth,
our sole focus.
Our firm works in four primary service areas –
growth strategy, commercial excellence (sales and
marketing), pricing and M&A transaction support.
We routinely help our clients achieve targets that
include doubling their growth rates, doubling sales
force productivity and adding 300 to 600 basis
points to gross margin based on our pricing work.
Our industry-recognized, battle-tested tools and methodologies enable clients to implement change
effectively and successfully, leading to higher revenues.
The TMT practice is at the core of our client work, representing almost 50% of our projects. We have
worked with almost all the key industry sectors including:
• Software – application, infrastructure, SaaS
• Data Center – cloud, colocation, hyperscale
• OEM – computer, communications equipment, peripherals, semi-conductor
• Technology Services – professional, managed services, talent placement
• Telecommunications – wireline, wireless, satellite
• Web/Mobile – online business services, digital marketing, eCommerce
• Media – publishers, advertising, omnichannel, programmatic
We help our clients navigate the growing complexity and competitive pressures in the TMT
market. The heart of our work focuses on helping our TMT clients quickly understand the highest
acceleratingProfitable Revenue Growth
BLUE RIDGE PARTNERS MANAGEMENT CONSULTING
Blue Ridge Partners
Since our founding in 2002, we have
worked with over 500 companies,
mid-cap through Fortune 500, in six
principal industry sectors:
• Technology, Media and Telecom (TMT)
• Industrial Products and Distribution
• Business Services
• Healthcare
• Financial Services
• Consumer Products and Services
Technology, Media and Telecom Practice
Helping clients navigate growing complexity and competitive pressures in the TMT market

2. Our Technology, Media and Telecom Practice 2© Blue Ridge Partners Management Consulting
priority market opportunities and develop pragmatic solutions to accelerate and sustain
profitable revenue growth.
Unlike other firms, we bring not only the business acumen required to identify impactful actions but also
the pragmatism and roll-up-the-sleeves attitude necessary to drive results. Nearly all our Managing
Directors have prior careers both as line managers and as members of top-tier global management
consulting firms. Half of our leadership team works in the TMT practice and together they bring almost
three centuries of experience in the technology, media and telecom fields. All of our MDs have, at one
time, led a TMT company, either as CEO, president, general manager or managing partner. One of our
TMT leaders has been CEO of several multi-billion-dollar public companies.
This combination of skills, experience and hands-on pragmatism is unique and highly valued by our
clients – first in defining their growth path and then in moving their company along that path. Our clients
appreciate the impact and speed with which we deliver results versus other consulting firms. This leads to
an attractive ROI.
Our work with TMT clients focuses not only on the “what” that should be done to accelerate growth
but also the “how” to get it done and make it stick. Many consulting organizations provide high-level
recommendations that often aren’t implemented or are implemented only to fade away over time.
We don’t believe that is what clients want or need to ensure growth objectives are met. Instead, we
deliver a set of prioritized and pragmatic recommendations with a roadmap showing specifically how
to implement those recommendations. The roadmap is supported by a clear change management
process, a well-defined scope of who is responsible for what, and metrics that, over time, measure
INTERNET OF
THINGS (IOT)
Creation of previously
unavailable usage and
other customer data
TRANSPARENCY
Reviews of vendors,
third-party metric
aggregators, and
social media come
to B2BOMNICHANNEL
BUYING
“My way” distribution
now becoming the
expectation of B2B
customers
CAPEX TO OPEX
Buyers increasingly
procure technology
through the cloud as
monthly operating
expense
ALTERED PATHS
IN THE CUSTOMER
JOURNEY
Products are
increasingly being
“bought” rather
than “sold”
PREDICTIVE
ANALYTICS
AI/Machine Learning
and “Big Data”
technology enables
affordable new sales
management
approaches
Marketing
Effectiveness
SALES
ENABLEMENT
Drivers
Powers
Channel
Management
Sales
Operations
Sales
Management
GO-TO-
MARKET
STRATEGY
GO-TO-MARKET MODEL
AND COMMERCIAL EXCELLENCE
Market forces driving new opportunities that require revised sales models
for accelerating revenue growth and reducing selling costs

3. Our Technology, Media and Telecom Practice 3© Blue Ridge Partners Management Consulting
execution of the plan so clients can ensure the designed change in behavior and performance is being
achieved. We often help implement the roadmap working side-by-side with client teams.
As just a sample of our TMT work, we...
• Architected a global go-to-market model and channel strategy for a large
telecommunications and cloud services provider. Beginning with the strategy of
transforming to a “Software as a Service” provider that the CEO had communicated to the
board, we developed the plans that were critical to operationalize the transformation. This
included revising sales roles and responsibilities, incentive structures, sales management
and rep playbooks. We also streamlined the CRM data and implemented dashboards to show
leading and trailing indicators of success.
• Designed a new sales model to better penetrate existing customers and win new logos by
focusing on high-value customer segments and stronger sales support resources. A major
enterprise software company struggled with a siloed sales structure that was not integrated
around the customer, causing the company to miss opportunities to grow wallet share and
win new customers. Our approach focused on understanding the addressable market and
changing buyer values, as well as analyzing the company’s “As Is” go-to-market model. Based
on the insights from the market and our extensive experience in sales effectiveness, we
identified the “To Be” sales model that would enable the company to accelerate growth. Closing
the critical gaps required a significant transformation of the sales organization. We developed
a detailed sales transformation roadmap and implementation plan that moved the sales
organization to the new model within 18 months and supported the company through the
implementation process.
• Developed a coverage model and commercial effectiveness recommendations for a data
center and colocation services enterprise. The company, a leader in its industry, was being
challenged by more nimble competitors in each of its markets. It was not growing share in any
high-priority sectors or increasing share of wallet with key customers. We started by prioritizing
the accessible markets by size and growth characteristics, so they could be segmented
logically. We performed customer interviews in each segment to assure the new go-to-market
and messaging addressed the buyer values of the respective segment. The end result was
a significant re-distribution of sales resources to high priority segments and geographies,
recommendations to standardize and optimize sales and sales management processes and a
detailed roadmap to roll out changes to maximize impact while minimizing risk.
It is this kind of success that is driving not only our clients’ growth but our own. Blue Ridge Partners
has grown significantly over the last five years – a 25% revenue CAGR – and we are continuing to
expand our work in the TMT sector. We know how to grow business; it’s all we do. Talk to us about how
we can help you grow yours.
1350 Beverly Road | Suite 115 | McLean, VA 22101 | 703-448-1881 | www.blueridgepartners.com | info@blueridgepartners.com
Blue Ridge Partners is the management consulting firm exclusively focused on helping companies accelerate profitable revenue
growth. Our clients include over 500 upper middle market and Fortune 500 companies. We help enhance their strategic understanding
of markets and customers, deepen and expand their customer relationships and improve marketing and sales performance. For
additional information about our firm, please visit www.blueridgepartners.com