Expertise

Route to Market

For a company trying to scale, once there is  product market fit then route to market is the next major challenge. I have run extensive direct sales teams (both in house and outsourced), automated sales, partner programs, and reseller programs . These utilised both offline and online marketing channels including SEM, SEO, lead nurturing, cold calling, referral programs, trade shows, off line advertising, etc.  I can help you look for inefficiencies in your existing process and launch new channels.

Price and Commission

Once a company has reached a certain stage, nothing has the immediate impact on a business quite like pricing or commission changes. I have over 20 years’ experience in this area from large, multi-million enterprise sales to small SME deals. In total I have enacted over 20 price increases, 5 pricing structure changes and countless commission changes – all of which had a positive impact on the business. I have a passion for pricing and regularly speak on the topic at seminars and conferences.

Company Strategy and Stakeholder Alignment

A written and well communicated company strategy is a CEO’s top priority. A clear understanding of where you want the company to be and how you are going to get there should guide all decisions. However, strategy is not static and it needs to be revised with new information, skills and environmental changes.

Product Market Fit

It is nearly impossible to scale a company that doesn’t have product market fit well defined.  A clear understanding of your customer allows you to market and a clear understanding of the problem that you are addressing guides your product. Product Market fit is an integral part of the company’s strategy and is something that should be revisited with every market launch and environment shift.

 

Two sided markets

It’s tough to get initial traction for market places for two reasons: the cart/horse problem and the difficulty of servicing two different customer bases simultaneously, especially for a small company. I grew WhatClinics B2C market place for elective healthcare to 100K clinics and 2 million monthly consumer uniques.

Price and Commission

Once a company has reached a certain stage, nothing has the immediate impact on a business quite like pricing or commission changes. I have over 20 years’ experience in this area from large, multi-million enterprise sales to small SME deals. In total I have enacted over 20 price increases, 5 pricing structure changes and countless commission changes – all of which had a positive impact on the business. I have a passion for pricing and regularly speak on the topic at seminars and conferences.

Fundraising

I have been directly involved in fundraising over €8 million euros, including equity and debt. I can help decide the appropriate type of capital, calibrate the valuations, make initial introductions, prepare the deck and be independent source of advice throughout the process.

Acquisitions

In 2015 I acquired Toothpick for WhatClinic.  I have also been directly involved in 3 other corporate acquisitions in previous companies. I have direct experience in the minefield that awaits CEOs who attempt to navigate this for the first time, both pre, during and post deal. I have made the mistakes so you don’t have to.

Growing an effective management team

Building an effective management team was one of the most difficult and rewarding thing that I have ever done. The dual challenge of building great leaders and of the necessity that the CEO let go of control is fraught with problems. I now advise firms on what skills their management team needs, growing individuals as leaders and keeping control through transparent responsibilities and goals.  Your management team should be able to operate completely effectively in your absence, if not, then you have some work to do.