Expand your markets and accelerate your growth

Elaya helps you build high-performing, sustainable growth engines. We work with B2B service companies and utilities to optimize customer acquisition, strengthen sales performance, and develop new sources of growth through go-to-market strategies tailored to the specific characteristics of their markets.


's Commitment to Creating Value

B2B service companies and utilities operate in mature markets where growth no longer comes solely from the market itself. It is achieved by gaining market share, further developing the existing customer base, better capturing value, and creating new revenue streams.

Success depends on a structured approach: identifying growth opportunities, quickly activating the levers with the greatest impact, and building a sales engine capable of sustaining long-term growth.

Challenges in the Services & Utilities Sector

Mature markets, slower growth
Differentiation based solely on service is no longer enough to generate sustained organic growth.
Pressure on Prices and Value
Competitive pressure and procurement are putting a strain on pricing and the value of offers.
Complex purchasing cycles
Decisions that involve more stakeholders, which lengthens the sales cycles.
Underutilized client portfolios
Growth potential among existing customers that has yet to be fully realized.

Our Support

Sales Performance Audit
Evaluate the sales team's performance and identify growth opportunities.
100-Day Action Plan
Quickly implement the top improvement initiatives.
New Growth Drivers
Diversify revenue streams beyond our traditional offerings.
Commercial Excellence
Enhance sales effectiveness to support profitable and sustainable growth.

Market Dynamics in the Services & UtilitiesSector

55% of B2B service companies believe their organic growth is insufficient to meet their goals.
With margins under pressure, the top-performing companies are those that diversify their revenue streams and professionalize their sales approach. But building these new growth drivers remains a real challenge.
48%
Stagnant customer acquisition
Executives are seeing steady or declining new account acquisition despite ambitious goals.
19%
Longer sales cycles
The increasing number of decision-makers involved significantly lengthens decision-making cycles.
41%
Not ready to diversify
Less than half of sales teams have the skills needed to sell new offerings.
70%
A Lack of Alignment at the Top
Seven out of 10 executives consider a lack of strategic alignment to be the main obstacle to growth.

Our Solutions for Services & Utilities

Elaya helps you build a high-performing and sustainable growth engine. We identify and activate high-impact business drivers to strengthen your customer acquisition, improve your profitability, and develop new sources of growth.
Sales Performance Audit
Assess the performance of your sales engine and identify your growth priorities.
Assessment of Income Quality
Sales Capabilities Benchmark
Identifying Growth Opportunities
Analysis of Customer Concentration
100-Day Action Plan
Quickly implement the improvement measures that will have the greatest impact.
Identifying quick wins
Business Process Optimization
Pricing Adjustment
Accelerating the sales pipeline
Business Development
Boost your customer acquisition with a structured sales strategy.
Improving Sales Performance
Optimizing Marketing ROI
Structuring the Prospecting Process
Strategic Account Development
New Growth Drivers
Diversify your revenue streams beyond your traditional offerings.
Identification of New Service Offerings
Development of Recurring Revenue
Geographic or sectoral expansion
Establishing Partnerships
Improved Margins
Improve your profitability through pricing and operational efficiency.
Value-Based Pricing Strategies
Sales Productivity Gains
Optimization of Management Structures
Reduction in service costs
Sales Excellence
Build a sales organization capable of sustaining long-term growth.
Strategy and Sales Organization
Team Organization and Training
Optimization of the Technology Stack
Management and Reporting Systems

Our Growth Stories in Services & Utilities

These scenarios illustrate real-world results—anonymized and summarized—from several projects conducted with B2B service companies and utility providers.
Scenario 1

Revitalizing Customer Acquisition

Challenge
A B2B services company was seeing its new account acquisition stagnate despite having a well-recognized offering in its market. The challenge: to regain sales momentum to support its growth objectives.
Solution
Implementation of a 100-day plan: revamping targeting, structuring lead generation, adjusting pricing, and strengthening customer follow-up.
Result
The number of new accounts increased by 45%, the sales cycle was shortened by 20%, and the conversion rate rose by 12 percentage points.
Scenario 2

Sales Performance Audit

Challenge
A utility company wanted to secure its growth trajectory and identify the obstacles to its business performance before embarking on a new investment cycle.
Solution
Conducting a comprehensive sales audit: customer interviews, analysis of portfolio concentration, and assessment of sales capabilities.
Result
Identification of €6 million in revenue to secure and €15 million in growth opportunities, with a prioritized 100-day roadmap.
Scenario 3

Revenue Diversification

Challenge
A service company had a strong but not very diversified product portfolio, which limited its growth
to 4% per year in a mature market.
Solution
Developing new service offerings, establishing strategic partnerships, and generating additional recurring revenue.
Result
Revenue growth reached 17% per year, and the share of recurring revenue rose from 10% to 28%.
Scenario 4

Commercial Excellence at Scale

Challenge
A B2B services group had several subsidiaries facing similar business challenges, but no shared approach for improving their performance.
Solution
Development of a common sales playbook, standardization of performance metrics, and operational support for each subsidiary.
Result
The subsidiaries achieved an average growth rate of 22 percent, compared with the initial target of 8 percent, with an operating margin that improved by 5 percentage points.

Choose Elaya, your network of Operating Partners who specialize in go-to-market strategies

All of our business experts have proven themselves in demanding environments.
Our consultants are not just theorists, but practitioners who have successfully implemented go-to-market strategies.

Stéphane Amiot

Operating Partner, GTM Services & Utilities
Stéphane Amiot is a proven Go to Market leader, with solid experience in leading global teams and executing hyper-growth strategies for major SaaS industry leaders. Currently Chairman and CEO of the French subsidiaries of a billion-dollar US software publisher, he has previously held senior positions at Taleo/Oracle, SHL/Gartner, Cornerstone and ICIMS, and is also a Business Angels, investor and Board Member of several French tech start-ups.

Franck Brunet

Operating Partner, GTM Services & Utilities
Franck Brunet is an Operating Partner specializing in accelerating growth and creating value for B2B companies, with more than 30 years of executive experience in France, Europe, and internationally, notably as the former Group Chief Revenue Officer at Sodexo. He has worked with more than 50 business units in over 30 countries, for companies ranging from a few million to several billion euros in revenue. Today, he advises executives and private equity funds on their go-to-market strategies and value creation plans.
Go to Market Excellence
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