Interim and Fractional GTM Leadership, Proven in the Field
When you need to move fast, you don’t have time for a leader who spends months “getting up to speed.” Interim and fractional GTM leadership gives you senior expertise that can step in quickly, understand the assignment fast, and start making decisions from day one. Mackellar GTM brings hands-on experience in complex, high-stakes environments, providing clear direction, momentum, and accountability without the delay or long-term commitment of a full-time executive hire.
Mackellar GTM helps technology, SaaS, and fintech businesses translate strategy into revenue through clear routes to market and effective organizational models. The following case studies demonstrate our ability to bridge the gap between capability and commercial growth.
Complex Technology to SaaS Proposition
Challenge: Translating obscure technical IP into a clear value-based commercial offering.
Action: Redefined product-market fit and commercial packaging for scalable subscription growth.
Outcome: Secured first £250k enterprise contract within 4 months.
Repositioning Services to SaaS
Challenge: Traditional service model creating lumpy cash flow and valuation drag.
Action: Re-engineered services into productized recurring revenue streams.
Outcome: Shifted 70% of revenue to recurring within 18 months.
EMEA GTM Structure & Alignment
Challenge: Fragmented sales teams across EMEA lacking a unified commercial framework.
Action: Implemented central sales operating model and cross-border compensation structures.
Outcome: Achieved 15% reduction in CAC and 100% quota attainment.
Commercial Turnaround & Growth
Challenge: Declining sales performance and high lead-to-close churn in core vertical.
Action: Overhauled commercial process and pipeline management; upskilled leadership.
Outcome: Delivered 30% YoY revenue uptick and record profitability.
Market Entry & Partner Growth
Challenge: Slow direct sales traction in new territory with high regulatory barriers.
Action: Designed and executed partner strategy targeting Tier-1 financial institutions.
Outcome: Delivered £1.8M ARR via partners within first 12 months.
Discuss your GTM challenges
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