Technology

Turn a strong product into a repeatable revenue engine

Software, platform and cloud businesses selling to media and technology markets need a clear market focus, pricing that captures value and a sales and partner motion that scales. We help set those priorities and deliver them.

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Who we work with in Technology

B2B software and SaaS vendors, cloud and infrastructure providers, video, advertising and data technology companies and the services businesses around them.

The challenge

Product strength is not the same as commercial focus

  • Market focus.

    Too many segments and use cases dilute the proposition, the pipeline and the roadmap.

  • Pricing and packaging.

    Models built for early customers do not capture the value created for larger or different buyers.

  • Sales motion and enablement.

    Founder-led selling does not scale; the team needs a defined motion, tools and ownership.

  • Partners and channels.

    Platform, reseller and integration partners are signed but not activated.

  • International expansion.

    New regions need positioning, pricing and partners that fit the local market.

Where companies get stuck. Pipeline is unpredictable, win rates vary by rep, discounting erodes margin and growth depends on a few accounts.

Success cases

See how we have helped media and technology businesses grow, enter new markets and strengthen their commercial performance.

All success cases

Where we start in Technology

Market focus, pricing and a sales motion that scales

We help choose the segments and markets, rework pricing and packaging, build the sales and partner motions and put revenue operations and AI to work in them.

Growth & Market ExpansionProposition, pricing and packagingA clear proposition for each buyer, and pricing and packaging that capture the value you create.Growth & Market ExpansionSales and business developmentAccess to the right buyers, plans for the accounts that matter most, working alongside your team on live opportunities, and experienced interim or fractional commercial leadership when you need it.Growth & Market ExpansionPartnerships, distribution and channelsPlatform and distribution deals, telco and reseller partnerships, and partner programmes that generate pipeline.Growth & Market ExpansionMarket and growth strategyWhere to grow and in what order, which revenue models fit (advertising, subscription, FAST, licensing, enterprise), and whether the market an investment case assumes is really there.AI-Enabled TransformationRevenue operations, systems and dataPipeline definitions, forecasting, CRM and data leadership can trust, and coverage and incentive design.AI-Enabled TransformationWorkflow redesign and automationRedesigning sales, marketing and customer workflows, with automation measured against a baseline before it is kept.

Can you help with pricing only?

GrowthBridge™: from ambition to performance

  1. Part 1: Opportunity and prioritiesWe start from your ambition and the facts: the market, your customers, your commercial performance and your team. Together we agree where the value is and what matters most.What you getClear, shared prioritiesLearn more
  2. Part 2: Commercial designWe shape the choices that deliver those priorities: markets, propositions, pricing, partners, the sales motion, the organisation and the role of AI.What you getA practical plan with ownersLearn more
  3. Part 3: Execution enablementWe work alongside your team to put the plan into practice: on live deals, with partners, in systems and in how people work day to day.What you getChange that shows up in the businessLearn more
  4. Part 4: Sustained performanceWe help embed the new ways of working, build capability in your team and track progress, so performance holds as our involvement changes.What you getResults the team can keep building onLearn more

Under every part: Sector judgement, Operating experience, AI with human judgement

See our approach

Our difference in Technology

  • We have run these teams.

    Our work is led by people who have built and run B2B commercial organisations in technology.

  • Pricing as a growth lever.

    Packaging and pricing that reflect how customers buy and the value they get.

  • Revenue operations that hold.

    Process, data and tools that make growth repeatable, with AI where it pays off.

Questions

We sell to media companies. Do you understand our buyers?

Yes. Media and technology buyers are the market we work in every day.

Can you help with pricing only?

Yes. Pricing and packaging is one of our twelve offerings and often the fastest route to value.

How does this relate to investors?

Many of our technology clients are investor-backed; we help management and the board work from one commercial plan.

Thinking on Technology

How we think about the commercial choices in this sector.

Trends

Value-Based Pricing in Telco vs. SaaS

Frameworks, Cases & Results Value-based pricing is reshaping how B2B Telco and SaaS providers capture revenue. By aligning charges with the outcomes…

All insights

Other industries

Each media and technology sector has its own revenue engine.