These are the real stories from real companies I've built, scaled, and coached. Every number is verifiable. Every lesson is one I've lived.
Global VP of Sales | 5-Year Engagement
The Challenge: Dynata had a legacy research business but no SaaS revenue engine. The brief was to build a new SaaS division from nothing — no product positioning, no pricing, no team, no go-to-market strategy.
What I Built: Designed the entire revenue architecture. Created value-based pricing across 4 tiers. Built an 80-person team across the US, Europe, and Asia. Installed a weekly operating rhythm, monthly financial reviews, and quarterly strategic planning. Developed the sales methodology, compensation structure, and customer success playbook. Managed the operating rhythm differently at each stage: quarterly cycles at £5M, monthly deep dives at £10M, board-grade cadence by £20M, and enterprise-scale operations by £60M.
The Outcome: $0 to $60M ARR in 5 years. Scaled operations by 62% with high capital efficiency. The division became the fastest-growing part of the business. The pricing architecture I designed became the company standard globally.
"This division went from a concept to $60M in revenue. The systems, pricing, and team structure were built from the ground up and became the template for the rest of the company."— Dynata Leadership Team
Chief Revenue Officer, EMEA
The Challenge: ByteDance wanted to bring its enterprise AI products (BytePlus) to Western markets. No existing EMEA team. No go-to-market infrastructure. No product localisation. And the expectation of Chinese-speed execution in a European market that operates differently.
What I Built: Launched 8 products across 4 verticals (retail, media, financial services, gaming). Scaled revenue from $0→$21M. Built the EMEA revenue team from zero. Created the sales methodology for enterprise buyers. Developed pricing for Western markets. Navigated the cultural complexity of bridging Chinese headquarters with European operations.
The Outcome: $0→$21M revenue scaling with 600% year-on-year growth trajectory. Successfully launched in 12 countries. Built repeatable playbooks for each vertical that scaled beyond my direct involvement.
Founder & Managing Director
The Challenge: Starting from nothing. No funding. No safety net. No network in the industry. Just an idea and the willingness to figure it out. Every founder who reads this knows the feeling: you're the salesperson, the product lead, the accountant, and the janitor. All at once.
What I Built: A research technology company that grew from zero to £5M ARR in under 4 years. Bootstrapped every pound. Built the product, hired the team, won the clients, and managed the P&L. Made every mistake in the book — hired too late, fired too late, underpriced for years, burned out twice.
The Outcome: Acquisition exit. But more importantly: the Q Research journey proved that systems designed for £1-5M break at £5-10M. That insight became the foundation of ClarityOS. Every lesson, framework, and tool I now use with clients came from this experience. The ClarityOS™ framework exists because I needed it and it didn't exist. So I built it.
"This is where I learned that hustle has a ceiling. You can't work your way to £10M. You need systems. You need clarity. You need someone who's been there telling you what you can't see."— Liam Corcoran
Client case studies are published with permission. If you're a current or past client and would like to share your story, I'd be honoured to feature you here.
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