Results

Circl

Leadership Coaching Platform

Segmentation and servicing strategy to grow the existing base

01 Discover 02 Prioritise 03 Grow

Outcome

A structured and repeatable process to intentionally move post-sale customers through the maturity curve, increasing revenue contribution as they progressed.

“We had an efficient set of processes for acquiring new logos, but no defined approach for what happened next. Working with Commercial by Design we mapped the end-to-end journey from handoff to mature customer. Matt, partnering with our Head of Growth, then helped us build a servicing strategy to more effectively grow the existing base.”

Charlie, CEO and Founder, Circl

Deliveroo

Online Marketplace

A ground-up rebuild of the UK customer-facing commercial team

01 Discover 02 Prioritise 03 Grow 04 Embed

Outcome

A growth-focused customer team reorganised around defined segments, each with a distinct and proactive servicing approach. New operating rhythms built around forward visibility and confidence in expansion and renewal revenue. Underpinned by a new incentive structure.

“Our post-sale ways of working lacked intentional design and were reactive. After building and deploying a commercial system, revenue from existing customers almost doubled from our starting point of £73m ARR.”

COO, Deliveroo

Further case studies in development.