Case Studies
Building a Commercial Function for a Cybersecurity & Network Technology Company
Structuring the commercial function around a strong technology business that had product expertise and customers, but no dedicated commercial team.
The company already had strong product and network expertise and an established customer base, but commercial activity had not yet been structured as a dedicated function. The technology capability existed; the commercial operating function did not.
We defined a commercial function connecting sales, business development, marketing and growth, with a clear commercial team structure and defined responsibilities.
We supported building the commercial capability, including the team structure, hiring and onboarding, so the function had the roles and people it needed.
We helped establish an operating cadence and management rhythm around commercial execution, so sales, business development and marketing worked as one connected function rather than disconnected activities.
Commercial activity moved from fragmented, disconnected efforts toward a defined commercial operating function built around the existing technology capability.