Commercial function transformed. Double-digit NRR recovery.
Mambu's commercial function needed more than a new strategy. It needed to operate differently. Magnus redesigned the GTM operating model, aligned sales and marketing around a shared system, and rebuilt the capability to sustain it.
From misaligned functions to a shared GTM operating model.
Context
Mambu's commercial function had grown quickly, but the GTM operating model hadn't kept pace. Sales and marketing were running different playbooks. Net revenue retention was declining. The business had a growth ambition the commercial function wasn't built to deliver.
Reframe
The challenge wasn't a lack of strategy — the strategy existed. The problem was that it wasn't changing how the team operated, made decisions, or showed up in market. The shift was from strategy creation to commercial function transformation: redesigning the GTM operating model, the accountabilities, and the rhythms that would make the strategy real.
Solution
Magnus redesigned the GTM operating model from the ground up: team structure, accountabilities, cadences, and the shared definitions that made the model executable across sales and marketing. We established a shared language, shared pipeline definitions, and the joint operating rhythm that aligned both functions around protecting and growing NRR.
Innovation
At the centre of the transformation was a retention and expansion strategy built around account health scoring and renewal playbooks. This shifted the team from reactive renewal management to proactive NRR protection — identifying expansion opportunities before churn risk materialised, and building the capability framework the team could sustain and develop independently.
Impact
The commercial function achieved a double-digit NRR recovery and now operates independently of external support. As the Commercial Leader at Mambu noted: 'The Magnus team didn't just advise us. They became part of how we operated. The alignment they created between sales and marketing changed how we execute.'
GTM Strategy
Build the go-to-market engine that drives predictable revenue. Clear ICP, disciplined channel strategy, and sales and marketing working as one.
Explore GTM Strategy →Defining Growth Focus
Identify the markets and segments that represent the highest commercial return. Magnus structures the where-to-play decision so commercial energy goes where it will compound.
Explore Defining Growth Focus →Strategic Account Management
Turn your highest-value accounts into structured growth programmes. Built to convert priority relationships into predictable, scalable revenue.
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Post-acquisition, Iron Mountain needed commercial clarity in a new market segment. Magnus sized the £3.6bn opportunity and identified £15M in-year pipeline from named accounts.
Read the growth story →Commercial function under pressure? NRR declining?
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