Client story From Backlog to Breakthrough: Tech Company Maximizes Revenue Potential
With specialized teams deployed in less than a month, Insight is helping a billion-dollar tech company tackle tens of thousands of installations — unlocking millions in deferred revenue and meeting skyrocketing demand.
By Insight Editor / 14 Mar 2024 / Topics: Deployment
Facts at a glance
Client industry:
Public sector technology
Challenge:
Unlock deferred revenue after rapid growth by addressing a backlog of pending installations reaching in the tens of thousands.
Solution:
A highly customized multisite deployment program — with a rapid spin up of less than 30 days
Insight provided:
- Professional services
- Modern workplace domain expertise
- 14 teams representing the brand through quality interactions, meeting unique and exacting installation requirements
- Daily alignment between recruiting, delivery, and sales, ensuring immediate feedback from client and site installations
- Executive alignment between Insight VP and Senior VP, with client’s VP of Customer Operations
Outcomes:
- Successfully addressed upward of 50,000 backlogged installations
- Recognized revenue potential across a 17,000+ customer base
- More than 20% revenue growth from the previous year; deferred revenue unlocked
- Improved client satisfaction and reduced risk for agencies with swift deployment
The vision: Promote safety, efficiency and transparency through law enforcement technology.
This leading technology provider is reshaping the tech landscape for law enforcement — leading to rapid growth on the NASDAQ over several years. This rate of growth would eventually outpace bandwidth for the company, and demand for law enforcement tech had surged — resulting in a backlog of pending installations that at one point had reached 50,000 units.
A customer base of 17,000+ strong trusts our client with critical technology — and increasing demand had created deferred revenue.
When a new VP of operations came into the fold, a new vision and priority emerged: the need for a strategic partner that could deliver on business outcome-related projects (instead of keep-the-lights-on work). A critical first step was finding a partner that could deploy tens of thousands of units at scale. Catching up on its backlog of pending installations would help the client recognize long-awaited revenue and deliver on its mission to customers across the country. Insight had a long-standing relationship with the client, having worked together since 2015 on traditional supply chain optimization projects. Now, our teams were tasked with building a new solution to become the company’s go-to installation partner for its core technologies.
Rapid team assembly and aligning for success
Insight put a comprehensive multisite deployment program into effect, mobilizing teams with specialized skills. Unlike typical technology deployments, our client would require intricate installation procedures — from in-vehicle Automated License Plate Readers (ALPR) to cabling and configuration of vehicle-based triggers. Insight swiftly organized fourteen teams in just 30 days, each equipped to handle every moving piece of the deployment.
Insight's Professional Lifecycle Services team was instrumental in ensuring the teams became true experts in the organization’s technology and vehicles. Teams were trained and ramped up quickly to tackle every installation with speed, precision and quality.
Part of this multisite deployment solution has also involved close alignment between the company’s leadership teams and Insight's delivery and sales teams, combined with regular communication to ensure projects stay on track.
The outcome: Realized revenue potential and a powerful partner tackling deployment
With Insight's help, the client has been able to successfully deploy its critical technology faster than ever — meeting customer expectations and no longer missing out on revenue This newfound ability to deploy products faster has enhanced customer satisfaction across the nation while reducing risks.
In the future, Insight sees opportunities to further support the organization’s intended business outcomes, such as improving scheduling efficiency and exploring adjacent work in other areas of the client’s broad portfolio of technology solutions.
