Revenue and go-to-market consulting for B2B tech startups

Revenue consulting is a fixed-scope project for a B2B tech company with a specific problem to fix or a big go-to-market call to make. We take one question, like why your win rate keeps slipping or how to price a new product, work out the answer from your pipeline, deals and numbers, and leave you with a written plan your team can run. Daniel leads every project himself.

What's included

A project can cover one of these or several, depending on the question you bring.

• Go-to-market and revenue audits. A look at the whole revenue engine, from who you sell to and where pipeline comes from to how deals close and how the forecast gets built. You get a written view of what's working, what isn't and the two or three things worth fixing first.
• Ideal customer profile, segments and positioning. Working out which customers buy fastest, stay longest and get the most from your product, then describing what you do in words those buyers would use. A sharper profile also tells the team which accounts to stop chasing.
• Funnel and win-rate diagnostics. Where deals stall or die, broken down by stage, segment and how each deal began. We run loss reviews, including asking buyers who went elsewhere what tipped it, and separate losses to a competitor from losses to the status quo, because they need different fixes.
• Pricing and packaging. Plans, tiers, discount rules and how to charge for add-ons, including AI products. The aim is a price list your team can defend, so pricing stops being made up deal by deal.
• US market entry for New Zealand, Australian and UK software companies. Choosing the first US segment, pricing for the market and planning the first hires. There's more on our US expansion page.
• Channel and partner programs. Deciding whether partners are a good route to your buyers, which ones to work with and how to run the program once it's live.

When it's the right call, and when it isn't

Revenue consulting fits when you can name the problem, or at least the decision. Maybe the board wants to know why win rates have slipped, or your team is bidding on every RFP that lands, the me-too quotes that rarely pay off. Maybe you're about to change pricing, chase a new segment or enter the US, and you'd like someone who's done it to check the thinking before you commit. A fixed scope keeps everyone focused on that one question.

It's the wrong call in a few situations, and we'll tell you on the intro call if yours is one of them:

• Nobody is running sales day to day. A plan won't carry itself out. Ongoing leadership, such as a fractional CRO, is usually the better fit.
• You mainly want a tool picked. If the stages, the ideal customer and the forecast aren't sorted, a new tool automates the mess faster. We'd fix those first.
• The product isn't finding buyers. Consulting can sharpen who you sell to and how you sell, but it can't fix a product nobody wants.

How a project runs

Every engagement follows the same path, so you always know what we're doing, why, and when we'll step back.

1. Intro call. Where you are, what's in the way and whether we're the right fit. If we're not, we'll say so.
2. Diagnose. We dig into your pipeline, team, process and numbers: the deals you've won and lost, how the forecast gets made, how pricing and discounts work in practice, and what recent customers say about why they bought. Then we agree a written plan with outcomes you can measure.
3. Build and run. Where the project includes fixes, we get stuck in alongside your team, tightening stage definitions, putting new pricing and discount rules in place or setting up a partner program, with regular check-ins against the plan.
4. Hand over. We write down what we found and what we built, make sure someone on your team owns each piece, and step back.

Who you'll work with

Daniel leads every consulting engagement himself, so you won't be handed to someone junior after the first meeting. He's a two-time Chief Revenue Officer with 20+ years leading B2B tech sales and revenue teams in New Zealand, Australia, the UK and the US. From his track record:

• SuiteFiles, Chief Revenue Officer (2022 to present): doubled ARR at a PE-backed SaaS platform. Opportunity-to-close up from 18% to 41%, average revenue per new customer up 124%, and he stood up the US go-to-market motion.
• Nomos One, Chief Revenue Officer (2020 to 2022): joined a post-restructure fintech with a team of 16. Revenue up 35% in year one, and from operating losses to operating profit.
• Tax Management NZ, Head of Sales (2017 to 2019): 127% of revenue budget and partner-sourced revenue up 37%, while leading the move from financial services to SaaS.

He's also designed pricing for AI product modules, which helps when the question is what to charge for an AI add-on. His approach is the one in his book, Curiosity: get interested in people, be honest with them and help them decide well. In a consulting project, that means a diagnosis that says plainly what isn't working, including the parts nobody was hoping to hear.

What it costs

Revenue consulting is a fixed-scope project. You'll know the scope, the timeline and the fee before we start, and the fee is set by the size of the question.

If the project shows you need someone owning the number every month, we can move to ongoing fractional leadership on a monthly retainer, scaled to what the business needs. We don't invest money. You pay us for leadership, advice and support, and the growth comes from what we build with your team.