New Wave Associates

Revenue Visibility & Leakage Mitigation for $1B MSP

Case Study
Revenue Visibility & Leakage Mitigation for $1B MSP

Inconsistent reporting and margin discipline led to revenue leakage and mis-priced contracts. New Wave standardized financial data structures and instituted governance to restore margin clarity and recover lost value.

Opportunity

  • Fragmented systems and inconsistent GL mappings
  • Legacy contracts under water with no margin thresholds
  • Lack of consolidated ARR and profitability visibility

Approach

  • Standardized item master and pricing discipline across entities
  • Built margin segmentation and cost-to-serve analytics
  • Implemented executive dashboards and forecast governance

Outcome

  • ~$3M annual leakage mitigated
  • EBITDA ↑ $0.5M in Year 1
  • 6–10 FTE efficiency gain
  • 3-year ROI 350%–500%

About the Author

Jason Lee, Managing Partner at New Wave Associates, specializes in go-to-market optimization and revenue operations transformation for growth-stage companies.

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