{"id":86592,"topic":"ai","source":"bain.com","title":"With its Operating Model Transformation, LTM Reinvents Sales for the AI Era - bain.com","url":"https://www.bain.com/client-results/ai/ltm/","url_hash":"14bb0518462e2fe6bfc72e6793ab2a9ed165137d","author":"","summary":"With its Operating Model Transformation, LTM Reinvents Sales for the AI Era bain.com","content":"With its Operating Model Transformation, LTM Reinvents Sales for the AI Era\nWith its Operating Model Transformation, LTM Reinvents Sales for the AI Era\nA new roadmap transformed the sales organization into a platform for sustained growth.\nThe Aspiration\nLTM is an AI-centric global technology services company that generates annual revenue of more than $4.76 billion. With more than 87,000 employees in 40 countries, LTM is the Business Creativity partner to the world’s largest and most disruptive enterprises.\nWith AI rapidly reshaping both its industry and its clients’ businesses, LTM recognized the need to lead from the front. It set an ambitious five-year agenda: Double revenue and improve margins by making the organization AI-native. Like many in its industry, the company was facing AI-led disruption, slowing growth, and mounting pricing pressure. At the same time, there was a clear opportunity to increase the company’s relevance with customers and support them through their own AI journeys.\nThis called for a reimagining of the company’s go-to-market engine to create value at the intersection of business and AI. LTM partnered with us to accelerate this shift while delivering on its five-year ambition.\nThe Impact\n1.2x+\nmarket growth over four quarters\n10%–15%\nsales productivity uplift for account managers\n30%+\nsales productivity uplift for service line sales\nLTM knew that building a future-ready go-to-market function required more than pilots and point solutions. Our collective mission was to design a sales transformation roadmap that set up the Sales Excellence group as a strategic growth engine.\nWe defined a blueprint built around clear role-based KPIs, sales effectiveness expectations, and business-unit-specific target account strategies. We also established team structures needed to drive growth, supported by enhanced frontline capabilities for selling business-led value propositions. The roadmap was backed by data-driven operations, technology modernization, and strong execution capabilities, with AI accelerating the impact across each transformation priority.\nTogether, we delivered:\n— a series of sprint-based programs focused on increasing seller productivity, improving pipeline quality, and optimizing account coverage\n— a roadmap for AI-enabled sales transformation, including award-winning AI agents that support over 500 frontline team members at each stage of the sales cycle\n— an operating model for an AI-enabled sales organization that defined the roles, capabilities, training programs, and enablement architecture required to capitalize on the AI-led opportunity—internally and with customers\nBy operationalizing the sales transformation blueprint, supported by strong governance and execution tracking, LTM improved seller productivity and achieved and increased market growth by 1.2 times over four quarters.\nIn addition to the commercial impact, the strategy helped the company adapt to a changing market environment and build a foundation for continued innovation with AI.\nSeller productivity rose sharply once we brought Business Creativity to life with a new AI-enabled sales operating model. 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With more than 87,000 employees in 40 countries, LTM is the Business Creativity partner to the world’s largest and most disruptive enterprises.\nWith AI rapidly reshaping both its industry and its clients’ businesses, LTM recognized the need to lead from the front. It set an ambitious five-year agenda: Double revenue and improve margins by making the organization AI-native. Like many in its industry, the company was facing AI-led disruption, slowing growth, and mounting pricing pressure. At the same time, there was a clear opportunity to increase the company’s relevance with customers and support them through their own AI journeys.\nThis called for a reimagining of the company’s go-to-market engine to create value at the intersection of business and AI. LTM partnered with us to accelerate this shift while delivering on its five-year ambition.\nThe Impact\n1.2x+\nmarket growth over four quarters\n10%–15%\nsales productivity uplift for account managers\n30%+\nsales productivity uplift for service line sales\nLTM knew that building a future-ready go-to-market function required more than pilots and point solutions. Our collective mission was to design a sales transformation roadmap that set up the Sales Excellence group as a strategic growth engine.\nWe defined a blueprint built around clear role-based KPIs, sales effectiveness expectations, and business-unit-specific target account strategies. We also established team structures needed to drive growth, supported by enhanced frontline capabilities for selling business-led value propositions. The roadmap was backed by data-driven operations, technology modernization, and strong execution capabilities, with AI accelerating the impact across each transformation priority.\nTogether, we delivered:\n— a series of sprint-based programs focused on increasing seller productivity, improving pipeline quality, and optimizing account coverage\n— a roadmap for AI-enabled sales transformation, including award-winning AI agents that support over 500 frontline team members at each stage of the sales cycle\n— an operating model for an AI-enabled sales organization that defined the roles, capabilities, training programs, and enablement architecture required to capitalize on the AI-led opportunity—internally and with customers\nBy operationalizing the sales transformation blueprint, supported by strong governance and execution tracking, LTM improved seller productivity and achieved and increased market growth by 1.2 times over four quarters.\nIn addition to the commercial impact, the strategy helped the company adapt to a changing market environment and build a foundation for continued innovation with AI.\nSeller productivity rose sharply once we brought Business Creativity to life with a new AI-enabled sales operating model. 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