CUSTOMER STORY · Source 1 Solutions
Building the commercial foundations for growth
How Merlin5 helped Source 1 Solutions strengthen commercial execution and build a scalable growth platform — in pursuit of 40% revenue growth within two years.
The engagement in numbers
+40%
Revenue growth target
Ambition to grow revenue over two years
6
Pillars delivered
A full commercial transformation programme
118
Countries served
Global technical delivery network supported
About Source 1 Solutions
Source 1 Solutions is a global managed IT, cybersecurity, communications, infrastructure, and technology services provider headquartered in Clearwater, Florida.
Founded in 2011, the company helps organisations modernise technology environments, strengthen security, improve operational resilience, and support business growth through a broad portfolio of managed and professional services.
With headquarters in the United States and Ireland and a technical delivery network spanning 118 countries, Source 1 Solutions supports clients across multiple industries through a combination of highly skilled engineers, strategic technology partnerships, and global service delivery capabilities.
Areas of expertise
Managed IT services
Cybersecurity
Communications
Infrastructure
Technology & professional services
the problem
The opportunity
Source 1 Solutions had a clear growth ambition. With a strong market position, an expanding solutions portfolio, and a target of delivering 40% revenue growth over two years, the leadership team recognised that sustained growth would require more than increased sales activity.
It required stronger commercial foundations — the kind that could support not just a short-term push, but the next stage of the company's evolution. The focus was on building the sales capability, operating disciplines, leadership accountability, execution consistency, and growth infrastructure to match the ambition.
Source 1 engaged Merlin5 to assess commercial maturity, identify growth opportunities, and build a scalable commercial platform capable of delivering long-term, repeatable results.
THE ApPROach
Diagnostics first, not assumptions
Merlin5 began with rigorous diagnostics — deploying the Growth Assessor, Sales Velocity Analysis, leadership workshops, and commercial diagnostics to build a precise, evidence-based view of Source 1's commercial maturity and growth readiness. The programme then moved deliberately from diagnosis to design to hands-on delivery.
Diagnose. Growth Assessor, Sales Velocity Analysis, and commercial diagnostics to understand where value was being lost.
Design. Leadership workshops to identify the highest-impact growth opportunities and build a prioritised commercial roadmap.
Deliver. Hands-on execution support across process, capability, infrastructure, and talent — building the foundations for 40% growth.
what we used
Growth Assessor™
Sales Velocity Analysis™
Leadership Workshops
Commercial Diagnostics
Customer-Centric Selling
MEDDPICC
Every phase was sequenced deliberately, so execution improvements were built on solid diagnostic foundations and each capability layer reinforced the next — a coherent transformation, not a set of isolated initiatives.
the solution
What Merlin5 delivered
The programme addressed every dimension of Source 1's commercial engine — from sales process and enablement to digital capability, infrastructure, and leadership accountability — organised into six pillars of commercial transformation.
Assessment & sales operating system
A Commercial Growth Assessment established a clear view of maturity, growth opportunities and sales effectiveness — followed by a new Sales Operating System built on Customer-Centric Selling and MEDDPICC, with improved qualification standards, forecasting disciplines and pipeline governance.
Standards, enablement & digital sales
A Sales Standards Playbook, role definitions, onboarding frameworks, competitive battlecards and solution-specific playbooks across the portfolio — plus a dedicated Digital Sales function with its own operating model, KPIs, activity management and structured growth plans.
Commercial infrastructure & talent
Compensation plans, accountability frameworks, reporting improvements, sales-management disciplines and governance structures — alongside recruitment support, capability development, coaching frameworks and leadership enablement to sustain long-term performance.
the outcome
The outcome
The programme provided Source 1 Solutions with a significantly stronger commercial platform — now aligned to its growth ambition and capable of scaling with the business over the long term, with measurable improvements across the full commercial function.
01
Greater clarity
Sharper commercial strategy, clearer accountability, and improved visibility across the sales organisation — a sharper view of where growth comes from and what the organisation is working towards.
02
Stronger execution
Improved sales execution, more consistent standards, and stronger forecasting and pipeline disciplines — teams working the same process, the same way, with forecasts leadership can act on.
03
A scalable foundation
A structured Digital Sales capability, enhanced enablement, and a commercial infrastructure built to support long-term growth — a platform built to carry the ambition, not just this year's number.
A commercial platform engineered to support Source 1's ambition of 40% revenue growth over two years.
Leadership perspective
In their own words
Ready to build your commercial foundations?
Merlin5 partners with mid-market B2B service companies to assess commercial maturity, remove growth constraints, and build the scalable foundations required to achieve ambitious revenue targets.
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