StuJohnson

Creating commercial value and impact in scaling technology businesses, through fractional consulting and advisory engagements. Catered for businesses looking to transition from a founder-led sales motion or improving the output of relatively nascent commercial structures. Primarily for $0-$25M growth stage businesses, but more generally start-ups and scale-ups with a B2B Enterprise and / or B2B Mid Market SaaS sales processes. The main areas of expertise provided include: - Supporting the transition from a founder-led sales motion - Improving the output of nascent commercial teams - Identification and documentation of ICP and Key Personas - Constructing and utilising bottom-up revenue models to influence org design, track key metrics and informing when hires should be made - Designing and adapting end-to-end sales processes to ensure effective performance and performance tracking - Implementing the right operating cadences to ensure individual and team over-performance - Creation and adaptation of the sales playbook and value proposition, crafting messaging that sells to pain - Individual rep training and coaching to improve performance - Enhancing the hiring and onboarding process for the commercial team - Designing compensation plans that incentivise the correct behaviours Knowledge has been honed through multiple $0-25m growth journeys, having consistently driven multi-million increases in new ARR and supported >$160m in new funding through consistent sales growth hello@stujohnson.co