Commercial strategy
Deciding which markets, segments and deal sizes are actually worth pursuing, and what the commercial model should be.
- Market and segment prioritisation
- Pricing and packaging review
- Revenue planning and forecasting
Consultancy
Sales and marketing leadership for hospitality technology
Commercial strategy, go-to-market planning and sales leadership for technology vendors selling into hotels, resorts and hospitality groups — delivered by someone who has carried the number, not just advised on it.
A sector with its own rules
Selling technology into hospitality is not like selling it anywhere else. Buying decisions run through operations, IT, finance and often an owner or management company. Deals depend on integrations with systems the client already has. Pilots turn into rollouts across dozens of properties, or they quietly die.
This division exists for vendors and service businesses navigating exactly that: teams with a capable product and an unpredictable pipeline, or a commercial function that has outgrown how it was originally set up.
Practitioner, not observer
The advice comes from operating experience in commercial leadership roles in the sector — owning targets, running teams, negotiating contracts and sitting through the procurement processes involved. Engagements are built to leave a working commercial function behind, not a slide deck.
Services
Where we help
Go-to-market planning
Turning a product into a sellable proposition, with the positioning, materials and process to take it to market.
- Positioning and value proposition
- Sales collateral and messaging
- Launch planning and execution
Partner & channel development
Building the reseller, referral and integration partnerships that carry hospitality technology into new markets.
- Partner programme design
- Channel recruitment and enablement
- Referral and commission structures
Bid & RFP support
Support through the tenders and procurement processes that hotel groups and management companies run.
- RFP and tender responses
- Proposal and pricing structure
- Presentation and pitch preparation
Key account management
Getting more from the clients you already have — renewals, expansion, and relationships that survive a change of general manager.
- Account planning and reviews
- Renewal and expansion strategy
- Escalation and recovery of at-risk accounts
Interim sales leadership
Hands-on commercial leadership on a fractional or interim basis, for teams between hires or entering a new market.
- Fractional sales director engagements
- Team structure, targets and process
- CRM discipline and pipeline hygiene
Engagement
How consultancy engagements run
Assess
A short diagnostic of the pipeline, proposition and commercial process, with findings stated plainly.
Prioritise
We agree the two or three changes that will move revenue, and deliberately park the rest.
Implement
Working alongside your team on real deals and real material — not from a distance.
Hand over
Process, documentation and training so the function keeps running once the engagement ends.
Pipeline not where it should be?
A short, honest conversation about where the commercial function is stuck usually identifies the problem faster than a formal proposal process.