Examples of work
Sector: Fintech
Rebuilding GTM for a UK fintech scale-up
Restructured the commercial motion for a high-growth scale-up facing stalled acquisition. Aligned product value with buyer pain points, resulting in a 22% increase in win rates and significantly shorter sales cycles.
Stage: Series C scale-up
Market entry for a regulated data provider
Defined and executed the UK entry strategy for an international data business. Built the local commercial engine and partner ecosystem, achieving £2M ARR within the first 12 months of operation.
Sector: Energy tech
Commercial transformation for Tier-1 scale
Restructured the GTM operating model for a mature technology business. Instituted high-velocity sales cadences and clear performance transparency, driving renewed revenue growth across global territories.
Sectors and situations
Mackellar GTM works with technology businesses where markets, products or stakeholders are complex.
Technology
Energy
SaaS
Payments
Fintech
Data & Analytics
Regulated services
New market entry
Stalled growth
Post-acquisition integration
Preparing for funding or exit
What good looks like
The work is collaborative, transparent and focused on measurable commercial outcomes.
Clear GTM plan that leadership and teams can actually execute.
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Shorter sales cycles and higher win rates in complex deals.
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Improved organizational alignment around high-value revenue drivers.
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