Having worked in Enterprise SaaS since 1999 and the dawn of cloud, its clear to me that just selling well is no longer enough for businesses to scale.

Today buyers have access to so much information directly, and as buying teams have expanded and become more distributed, as buyers choose to self-serve as much of their buying process as possible, companies must build a buyer-centric view to their go-to-market strategy.

I’m the author of two books:

The Revenue Operations Playbook for Founders guides a founder or revenue leader at a scale up B2B SaaS business through the 22 capabilities required to build a buyer-centric revenue strategy.

How To Sell Tech is written for an SDR or first time AE, guiding them through the external and internal skills they need to hit their target consistently.

I work with CxOs and the senior revenue leaders at B2B SaaS businesses - typically at $50m ARR and above, helping them build an outside in view of their buyer’s journey:

• Mapping your ICP and buyer personas

• Developing value propositions for each persona

• Designing, building and managing buyer enablement tools to support those personas in their own buying jobs

• Enabling your sellers in how to use these tools in their outreach and selling activities

I have one goal - increasing your revenue by increasing your pipeline.

I am based in the UK but support clients around the globe.

If you are a CxO or revenue leader at a scaled B2B SaaS business and are struggling to meet your revenue goals through a lack of top of funnel pipeline, then lets discuss how I might be able to solve your problem.