Context
A Series A defence-tech company serving government clients across the UK, Germany, France, Netherlands, Canada, the United States, and the European Commission needed to scale its commercial operations. The company had strong technology and mission-critical products, but lacked structured sales processes, standardised pricing, and a systematic approach to pipeline management.
The challenge
The mandate was threefold: maintain and expand existing client relationships, build a scalable commercial engine, and drive revenue growth through new solution lines — all while operating in the complex, compliance-heavy world of national security contracting.
What we did
We rebuilt the commercial function from the ground up. This included implementing structured sales management processes, developing a standardised pricing framework for fixed-price products, and introducing cross-functional alignment across sales, product, finance, and compliance.
On the growth side, we expanded the product portfolio by integrating AI (voice analysis, radio signal pattern recognition) and Blockchain into new solution offerings. We forged strategic partnerships with Accenture Federal, Viasat, Planet Labs, and AWS Government & Defence, significantly expanding market presence and credibility.
We also initiated entry into three new markets through joint ventures and co-led equity fundraise efforts towards a $25M Series A2 goal.
Results
- Built and maintained a $54M qualified revenue pipeline
- Secured the company’s largest-ever single contract at $12.3M
- Drove 40% revenue growth through AI and Blockchain-enabled solution expansion
- Improved revenue predictability by 30% and reduced deal cycle times by 60%
- Established strategic partnerships with four global firms, opening new market verticals
Related service areas: Growth