Growth strategy for enterprise software companies that have run out of easy revenue.

01

Business planning and growth consulting

Growth stalls more often from unclear priorities than from weak demand. I work with founders, chief executives and boards to set a defensible plan: where the revenue will come from, what has to be true for it to arrive, and which initiatives earn the next pound of investment.

Led the planning process behind a 64% growth year for a United States technology company in EMEA, and managed a UK growth portfolio that lifted revenue by 41% and profit by 18%.

Specific services

• Growth strategy and multi-year commercial planning
• Strategic initiative portfolios: intake, prioritisation, sequencing and governance
• Planning cadences, OKRs and business review rhythms
• KPI architecture, performance measurement and attribution
• Investment cases, resourcing and headcount planning
• Scenario, sensitivity and profitability analysis
• Target operating model design and organisational restructuring

02

Go-to-market strategy and execution

A go-to-market model is an operating decision, not a slide. I define the proposition, the segments worth winning, the route to market and the mechanics that let sales, marketing and partners work from the same plan across regions.

Scaled Google Cloud's global partner segment from $128M to $259M, and generated $42M of additional pipeline in five months across 260+ Microsoft partners.

Specific services

• Proposition and positioning development for enterprise software
• Segmentation, market entry and regional expansion plans
• GTM service models and cross-functional operating design
• Partner and ecosystem programmes: distributors, resellers, ISVs, SMB
• MDF and co-marketing funding cycles
• Launch planning, sales enablement and pipeline acceleration
• Pricing narratives and competitive differentiation

03

B2B marketing

Enterprise marketing earns its budget when it can be traced to pipeline and retained revenue. I build full-funnel programmes with a clear account strategy, a message the sales team will actually use, and measurement that survives scrutiny.

Field marketing programmes supported Zendesk's growth from $680M to $1.3B ARR in 15 months, with a 245% increase in marketing ROI in the region.

Specific services

• Marketing strategy and annual planning for B2B SaaS
• Account-based marketing, from 1:few to high-touch 1:1 programmes
• Field, lifecycle and vertical marketing programmes
• Messaging frameworks and product marketing
• Demand generation, content strategy, SEO and multilingual campaigns
• Marketing analytics, ROMI and funnel diagnostics
• AI-enabled marketing systems, automation and workshops
• Fractional marketing leadership and team building

04

Venture analysis and development

Investors and operators need the same thing at different moments: an honest read on whether a market, a proposition or a business can carry the plan. I assess opportunities, test the commercial logic and then help build the thing that was decided.

Directed global market entry for a South African and Dutch nanotechnology venture, scaling revenue 125% from EUR 8M to EUR 18M across four regions.

Specific services

• Market opportunity assessment and disruption analysis
• Commercial and technical due diligence support for investors
• Startup valuation, venture deal structures and investment screening
• Proposition validation for new ventures and new markets
• Market entry roadmaps and international launch programmes
• Strategic partnerships and alliance development
• Growth and turnaround playbooks for portfolio companies