The decision behind the work
The client was a B2B SaaS company with healthy top-line growth but a cost base that had expanded faster than recurring revenue. The board wanted a material EBITDA improvement without triggering the usual blunt cuts that damage product velocity and customer retention.
What Prime did
We rebuilt the company economics from customer segment upward: cost to acquire, cost to serve, pricing realization, product utilization and organizational spans. That analysis exposed where complexity had accumulated and where investment still produced differentiated growth.
Prime worked with functional leaders to redesign the operating model, simplify management layers, focus product investment and reset commercial productivity targets. The transformation plan linked every cost action to a specific business rationale, so leadership could distinguish structural efficiency from short-term savings.
The impact
EBITDA margin improved from 11% to 19% over 18 months while recurring revenue continued to grow. The business also established a more disciplined planning cadence that made future investment trade-offs faster and more transparent.
What changed after the engagement
The immediate result mattered, but the larger objective was to leave management with a clearer way to make the next decision. The team finished with a common fact base, a shared view of the value drivers and a governance rhythm that continued after Prime Advisors stepped away.