Commercial Innovation Function: €8 Million Revenue Generation

Problem Statement

Company had significant engineering capacity between client engagements but no way to convert that capability into new business opportunities.

With a 12-18 months sales cycle in our domain and no sales function in the business, we needed a proactive approach to generate sales leads. The challenge was to transform our bench resources into a revenue-generation function.

My Approach

• Diagnosis: We had a bench of engineers sitting idle. We had no sales function in the company. The industry was moving into a solution-first model of business, but we were operating as a "Time & Materials" company.
• What I buit: Working with the Director of Product at the time, I co-architected an innovation sales function from the ground up.

Innovation Function

• Innovation squad: Selected 7 self-starters from the engineering pool. This team evolved into the comapny's presales function.
• Sales pipeline: Developed the process to generate sales leads including discovery, deep dive workshops, client engagements, pitch decks and proof of concept development.
• ROI Focused: We proved ROI to leadership before investing further in the team and building it into a presales team.

Impact

Revenue

• €8 Million in closed revenue (€6 Million flagship deal, €2 Million strategic engagement, paid research projects).
• 16x ROI (€500K investment including grant offsets).
• 100+ qualified prospect meetings.
• €10+ Million pipeline established.

Strategic Transformation

• Innovation team evolved into permanent presales team (generating over €20 Million in deals to-date)
• Transformed available engineering capacity into revenue-generating asset.
• Built commercial engine that continues to drive business.

Screenshot of part of our miro board: