ENTERPRISE · B2B SAAS & TECHNOLOGY · RESOURCED TEAMS
The specialist without the hire.
Repositioning, analyst strategy and revenue architecture led by someone who's done it before.
For established B2B SaaS and technology teams with one defined initiative.
Earlier stage business? See how MarSavvi supports scale-ups →
1,100 /mo
High-scoring leads & opportunities
37%
Marketing pipeline
40+
Scoring model signals
25 yrs
B2B SaaS & cybersecurity marketing
THE GAP
Fully staffed. Still stuck.
Teams hit problems they haven't solved before. A repositioning with a board deadline. A revenue lifecycle model nobody trusts. A Gartner briefing that needs something worth saying.
Finite problems like these don't justify a permanent hire.
HOW I WORK
Two ways to work together
01
Consulting
A defined initiative with a clear scope and an end date: a repositioning, an analyst push, a revenue lifecycle redesign. I run it, then hand it over.
02
Interim
Cover for a departure, a board requirement, or the stretch before a senior hire. Full leadership, fixed timeline.
WHAT THIS LOOKS LIKE
Where I usually start
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Repositioning for a business-model shift, a new competitive set, or a story that stopped landing.
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Workflows rebuilt around the tools across research, planning, automation, copy and analysis, with an owner for each.
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Marketo, HubSpot or Salesforce redesigned around how the business runs today.
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A revenue model with clear ownership and rules people follow.
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The relationships and proof points that get a company into a Gartner Magic Quadrant.
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Metrics a board can read next to every other function's.
RECENT WORK
Results that speak plainly.
CONSULTING - AUTOMATION & REVOPS
Thoughtworks
Thoughtworks runs four service lines in more than fifty countries. Marketo had been in place for years and never used properly. Nurturing, scoring and lifecycle were the biggest gap: a database of roughly 500,000 names, with the real opportunities buried in the volume.
I built a closed-loop revenue lifecycle from anonymous visitor to closed deal, with automations, SLAs and reengagement rules. A scoring model on 40+ signals sifted out 1,100 high-scoring leads and opportunities a month. Always-on nurture campaigns for all four service lines, in six languages, each with its own routing logic, kept those leads in the right stream.
1,100 /mo
SQLs & opportunities
9%
Nurture MQL rate
40+
Scoring signals
23%
MQL → SQL
CONSULTING - REVOPS & PRIVACY
The Trade Desk
The Trade Desk's $2.5B programmatic platform serves customers in dozens of countries, each with its own consent rules. Its Marketo / Salesforce model was inaccurate enough that qualified leads never reached sales. I rebuilt the revenue lifecycle model and ran the migration, then designed a consent controller that reduces every jurisdiction's rules to one answer: does consent exist to email this person. New lead scoring and 24-hour handover SLAs followed.
Pipeline visibility rose from 18% to 37%, and sales rejection fell from 72% to 28%.
CONSULTING - POSITIONING
Denali Advanced Integration
Denali needed new proposition messaging while shifting from a reseller model to become an enterprise solutions vendor. I interviewed sales and pre-sales leadership, then built messaging across four portfolio pillars that repositioned the company.
ABOUT
Richard Gooding
Before MarSavvi, I spent six years as VP of Global Marketing at Kerio Technologies, growing it from $17M to $25M ARR before its acquisition. Since 2017 I've run consulting and interim engagements for B2B SaaS and cybersecurity companies.
Richard had a very good grasp of sales methodologies, which meant we were always on the same page. Any sales leader would be extremely lucky to have Richard at the head of marketing.
Abi Vickram
VP of Global Sales, Kerio Technologies
Where to start
Most engagements start with a conversation about the initiative. That's usually enough to know whether it's worth taking further.