Commercial strategy and execution for AI, deep technology and defence technology companies

Commercial Architecture Review

A focused two week engagement that shows where your commercial architecture is working and where it is losing ground. It is delivered as a written report that stands on its own, with no ongoing commitment.

The review covers:

• Deal pipeline assessment: where deals are stalling and why
• Buyer mapping: whether you are reaching budget holders or influencers
• Qualification gap analysis: where your process loses commercial ground
• Messaging and positioning review: how your narrative lands with the economic buyer and with procurement
• 90 day commercial roadmap: prioritised actions with clear ownership

The review is designed as the first step of any engagement. You see the quality of the thinking before committing to anything longer.

Route to market strategy

Before you scale, you need a plan that stands up at board level. I define who buys, why they buy and how the pipeline should be built.

Positioning and business case

Technical capability does not sell itself to an economic buyer. I translate it into a narrative and an executive level business case that a capability owner can defend.

Procurement and deal structure

Technical products often stall in procurement. I align stakeholders across security, IT, operations, finance and legal, and structure a deal that procurement can approve.

Lighthouse deals and playbook

I work on the first lighthouse deals alongside your team, then codify what worked into a repeatable motion your team can run without me.

Method

The British Army Combat Estimate for campaign planning, MEDDPICC for qualification, and insight led selling using the Challenger method.