Building the growth engine for an ESG technology scale-up across the US and UK

A fast-growing ESG technology company had developed a robust product used by enterprise clients, but rapid expansion exposed challenges in team structure, product positioning, and go-to-market focus across the US and UK.

The business lacked clarity on who it was best positioned to win, how to articulate differentiated value, and which channels would drive predictable pipeline growth. Marketing and sales activity was fragmented, with unclear ownership and inconsistent execution.

We led a full growth and operating model review, aligning leadership on ICPs, priority sectors, and buying committees. This was followed by a repositioning exercise, translating complex ESG capabilities into clear, commercial value for different audiences.

Alongside this, we designed a scalable team structure, defined roles across marketing, partnerships and sales enablement, and built a channel strategy spanning content, account-based marketing, partnerships and founder-led activity.

Within months, the business had:

• Clear market positioning across the US and UK

• A defined growth model with repeatable channels

• Stronger alignment between product, marketing and sales

• A structure built to scale confidently into its next phase of growth

Designing repeatable digital growth for a high-performing ecommerce brand entering its next phase

An established ecommerce brand had achieved substantial growth within its first five years, driven by strong product-market fit and founder-led momentum. As the business prepared to enter larger, more competitive markets, its existing approach to marketing was no longer sufficient.

Growth had become increasingly channel-dependent, customer insight was shallow, and the internal team was stretched without a clear structure or roadmap for scale.

We partnered with the leadership team to build a repeatable, data-led marketing engine. This began with audience and customer analysis, followed by structured testing frameworks across paid media, lifecycle marketing and retention.

We then helped define the brand positioning for its next stage of growth, ensuring it resonated beyond early adopters, and designed a future-ready team model aligned to larger budgets, broader markets and increased operational complexity.

The result was:

• Clear, tested audience segments and growth levers

• A defined brand platform ready for international scale

• Repeatable digital marketing channels with predictable ROI

• A team and operating model built for the next five years, not the last five

Turning rapid growth into a scalable marketing and sales engine for a premium interiors brand

A premium interiors brand had experienced exceptional growth, driven by reputation, referrals and high-quality work. However, there was no formal marketing or sales function, creating risk as demand increased and competition intensified.

The business lacked visibility over pipeline, relied heavily on founder relationships, and had no repeatable way to generate or convert demand. Marketing activity was ad hoc, and sales processes were undefined.

We provided ongoing strategic and hands-on support, helping the business transition from intuition-led growth to a structured commercial model. This included building the first marketing function, defining how marketing and sales would collaborate, and introducing a repeatable lead generation framework aligned to the brand’s premium positioning.

We also implemented a modern marketing technology stack, enabling better tracking, reporting and decision-making, and supported the recruitment and development of key roles across marketing and sales.

This resulted in:

• A clear, collaborative marketing and sales operating model

• Repeatable demand generation channels beyond referrals

• Improved visibility and confidence in the growth pipeline

• A scalable foundation that supports continued expansion without diluting brand quality