If you're a Founder
Growth is happening but harder to predict than it should be. You're still the solution to too many problems that should happen without you.
Read the thinkingIn B2B SaaS, sales is engineered. What comes after rarely is.
Revenue from your existing customers is not growing fast enough, you can't predict or intentionally plan for it.
Expansion revenue is accidental, renewal visibility appears too late, churn lurks in the background. Your post-sale approach has evolved organically and lives in the heads of a few tenured team members. Without a proper commercial operating system your customer base is limiting your growth.
Who this is for
If you're a CRO
You're accountable for a number that depends on systems you didn't fully build and can't fully see.
Read the thinkingIf you're a Board Member or Investor
Net recurring revenue looks healthy. But can you explain what's structurally driving it, and what happens if your CRO moves on?
Read the thinkingOur post-sale ways of working lacked intentional design and were reactive. After building and deploying a commercial operating system our upsell and expansion revenue accelerated significantly. Revenue from existing customers almost doubled from our starting point of £73m ARR
— Deliveroo COO
The impact of getting this right
With a well designed commercial operating system your existing customers are your biggest growth lever. Deeper insight into what is really driving recurring revenue allows you to predict where it will come from and intentionally go after more of it.
Who I am
I have spent my career inside businesses scaling through real complexity, not as an advisor, but as an operator carrying quotas in sales and post-sales roles.
I am not a consultant or fractional leader, I have built commercial systems that didn't exist, while carrying a quota. I work with you and your senior team to design and embed the approach that will unlock growth from your existing customer base.
Who I do my best work with
Founders who need to show a more efficient growth story ahead of the next funding round. CROs who are exceptional at winning new logos but are struggling to extract growth from their existing customer base. If that's you, or if you're a board member asking whether your business has the commercial infrastructure to justify the next phase of growth, we should talk.