Track record: software revenue results
Veridian Revenue Partners is a young firm, and we will not dress that up with invented case studies. What we bring is a record built inside one of the UK’s largest software groups, functions founded, teams led and numbers delivered, at scale, over more than a decade.
Built at a PE-backed UK business software group with 20 operating companies and c.£1.6bn of ARR
In July 2017 our partner founded the commercial contracts function at a PE-backed UK business software group with 20 operating companies and c.£1.6bn of ARR, one of the largest UK-headquartered business management software providers, PE-backed and built partly by acquisition, as a team of one, designing the sales process, playbooks, territory and quota model, comp structure and approval governance from scratch. It became the group’s main engine for growth from existing customers: a £1.2m first-year target taken to £26.9m, nine consecutive years above plan, £142.7m booked against £123.7m of target at an average of 115%.
The engine behind it: 50,000 customers monitored on adoption, usage and renewal signals, so sellers engaged only when a trigger fired, and 70% of those accounts converted. As Commercial Director he relaunched the programme as “TrueSight”, an adoption-led retention and expansion engine that delivered 120% net revenue retention and 90% gross across c.£375m of engaged ARR.
As VP Revenue Excellence he held group accountability for a £240m plan across 20 operating companies and more than 1,000 sellers, running the Group Weekly Business Review, building the group deal desk with an in-house AI deal-management system, and leading 65 people across revenue operations, GTM operations and the GTM technology stack. Along the way he integrated acquired businesses commercially, harmonising terms and contract architecture so cross-sell actually happened, and built a repeatable bolt-on value model with PwC Consulting.
Every method described on this site, the contract monetisation discipline, the adoption-led retention engine, the operating rhythm, the board-level rigour, is one he built and ran there, with real budget and real consequences.
When I needed to diagnose what was going wrong, whether in pipeline, performance, or strategy, Paul was the person I’d go to. He gets to the root cause fast… He also understands the reality of carrying a number.
Paul demonstrated an appetite to try new things, combined with a strong focus on getting things done and delivering tangible results… The results spoke for themselves, delivering a strong uplift in revenue.
What that means for an engagement
You are not the test bed for a framework. The audit, recovery and recontracting process, the forecasting and pipeline governance, the operating reviews, all of it has been run before, at a scale most engagements will never need.
As client engagements complete, their results will be published here, with permission and under their own names where we can. Until then we would rather show you one true record than ten anonymous ones.
References from the work above are available on request.
Ask us anything about it.
Thirty minutes is enough to walk through how the method was built, and what applying it to your business would look like.
30 minutes, no deck, no obligation.