01
Make the existing sales approach transferable
CONCRETE OUTPUT
A commercial approach that another team member can take forward.
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ILLUSTRATIVE SCENARIO / 06
SaaS & AI for Industry
Every serious sales conversation still needs the founder.
Adding repeatable commercial execution around an industrial operations software platform.
THE PRODUCT
Industrial operations SaaS
THE CUSTOMER
Manufacturing SMEs
THE COMMERCIAL MODEL
Recurring software subscription and onboarding
Illustrative scenario. The deliverables and progress described are envisaged, not achieved results.
01 / COMPANY CONTEXT
A real-world technology business.
A B2B SaaS scale-up offers an industrial operations software platform for manufacturing SMEs. It has paying customers and inbound interest generated by referrals, events and the founders’ network. Its value is easier to explain through a customer’s operational challenges than through a generic feature presentation.
The founder leads discovery, prepares demonstrations with the product team, follows up proposals and negotiates contracts. As demand increases, promising conversations receive uneven attention. A new commercial hire could help, but the business has not yet made clear which parts of the process can be transferred and which still require founder or product involvement.
02 / COMMERCIAL CHALLENGE
What is slowing commercial progress?
The issue is not simply the absence of another salesperson. Too much customer knowledge, qualification judgment and commercial ownership sits with one person. Increasing outreach before addressing that dependency could generate more conversations than the company can progress. The first need is a workable division of responsibility around a sales process grounded in real customer situations.
03 / PEOPLE INVOLVED
Who is involved in the decision?
- Planning or operations managers
- The managing director or budget owner
- The founder, product team and customer-success resources
04 / POSSIBLE Market Tandem CONTRIBUTION
Turning commercial priorities into action.
The work below would be scoped with the company after reviewing its actual situation.
02
Take ownership of appropriate commercial work
CONCRETE OUTPUT
Live opportunities progressed with less routine dependence on the founder.
03
Create a repeatable operating rhythm
CONCRETE OUTPUT
Consistent pipeline management and a clearer view of future sales capacity needs.
05 / SIGNS OF PROGRESS
What meaningful progress looks like.
Qualified opportunities progressing without the founder attending every exchange.
Clear handovers between commercial conversations, demonstrations and onboarding.
A more accurate understanding of the capacity and skills required for the next growth stage.
06 / SPECIALIST RESOURCES
Clear roles and responsibilities.
Market Tandem could provide senior commercial execution and coordination alongside the founder. AI capability claims, product demonstrations and implementation feasibility would need product-team validation. This would not replace a dedicated prospecting team, nor assume that the founder should withdraw from all sales activity.
YOUR SITUATION
Which commercial activities genuinely need the founder, and which remain with them simply because nobody else owns them?
Use the assessment to explore your priorities, or get in touch to discuss the specific commercial situation you face.