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 operating model, aligned sales and marketing around a shared system, and rebuilt the capability to sustain it.
operating independently
Sales and marketing pulling in different directions. NRR under pressure.
Mambu's commercial function had grown quickly, but the 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.
The strategy existed. The problem was that it wasn't changing how the team operated, made decisions, or showed up in market.
Operating model redesign. Alignment. Capability build.
Commercial operating model redesign
Redesigned the commercial operating model from the ground up: team structure, accountabilities, cadences, and the shared definitions that made the model executable across sales and marketing.
Sales and marketing alignment
Established a shared language, shared pipeline definitions, and the joint operating rhythm that aligned sales and marketing around protecting and growing NRR.
NRR protection strategy
Designed the retention and expansion strategy: account health scoring, renewal playbooks, and the commercial plays that identified expansion opportunities before churn risk materialised.
Capability build and independence
Built the internal capability to run the new operating model without external support: coaching, embedded workflows, and a capability framework the team could sustain and develop over time.
Double-digit NRR recovery. A commercial function that operates independently.
"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."
Commercial Leader, Mambu
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