Consulting Magazine - November 2017

Revenue Analytics is a tech-enabled consulting firm that helps some of the world’s biggest companies make their biggest revenue decisions— such as what to charge, what to stock, and what to promote when. Using battle-tested technology to eliminate the unknowns, they can increase revenue without increasing risk. Dax Cross, CEO of Revenue Analytics, sat down with Consulting to discuss the firm’s revenue growth and overall business outlook.

Consulting: What were the main factors that contributed to your firm’s exceptional growth?

Cross: We started the company over twelve years ago. Our philosophy was simple: make each client successful, and the rest will take care of itself. That mindset helped us grow steadily and profitably for ten years, but then our growth plateaued. We realized that to begin growing exponentially, we had to do more than just deliver success for each client. We had to evolve our business model, build an infrastructure that would support rapid growth, and focus more on leadership development. It was difficult to do at the time, and we changed a lot of things, but it transformed us into a high-ener-gy, high-growth company.

Consulting: How is this year shaping up for your firm? Cross: Our business is really clicking right now. We’ve doubled in size in the last two years. We will cross $25 million in revenue this year and we now have over 100 people. Given this growth, we are on a path to double in size again in the next three years.

Consulting: How would you describe your firm’s outlook for 2018? Where do you see the most opportunities? Cross: We’re going to continue to grow at a rapid rate. 2018 will be our third straight year of over 35 percent growth. We will continue to invest in an infrastructure for scalable growth. We have developed a platform of people, process and technology that can help clients increase revenue without increasing risk, and we have proven that platform in multiple industries. So, now we are investing heavily in sales and marketing to get the word out on the value that we can create for clients.

Consulting: What would you say are your firm’s biggest challenges in 2018?

Cross: Marketing is a big challenge for us. We work for Fortune

500 companies and generate reve-
nue uplifts of over $100 million for
many of them, but they often do not
want to talk publicly about their
work with us, since they view our
solutions as a competitive advan-
tage. In 2018, we will be more fo-
cused on getting our story out there.

Consulting: What does being named one of Consulting’s Fastest Growing Firms mean to your firm, your employees and your clients? Cross: Our mission is to create value and enrich lives. That mission drives us to grow our company and broaden our impact on the world. We want every decision we make to create wins for our people, our clients and our firm. Being named one of Consulting’s Fastest Growing Firms would be an incredible validation of our mission and our progress in having an impact on each of those key stakeholders, as well as the broader community. We are thrilled to receive the honor.