Work

Real outcomes.

A selection of engagements from across the Sierra Advisory portfolio. Details anonymised where requested.

Case studies

BootstrappedVP of Global Sales

+28%

Net New ARR Growth

113%

Total NRR

800+

New Logos

Context

A bootstrapped B2B SaaS company with proven product-market fit and a growing customer base, but a revenue organization that had never been properly unified. Sales, customer success, and pre-sales each operated to their own priorities, creating a fragmented GTM motion that capped growth and made pipeline unpredictable.

Approach

Took ownership of the full revenue organization, aligning Sales, Partnerships, Customer Success, and Pre-Sales into one integrated GTM engine. Defined and implemented a company-wide GTM strategy, shifting from primarily inbound to a more proactive, outbound-driven motion. Improved revenue performance through pricing and packaging changes, sales methodology implementation, and tighter alignment across marketing, product, and revenue teams.

“What changed wasn't just performance, it was how the whole revenue function worked. We became much more predictable in how we generate and convert pipeline.”

BootstrappedPartner Ecosystem

+69%

Partner Revenue Contribution

100+

Partnerships Built and Scaled

Partner Pipeline Growth

Context

A data visualization software company with a loyal user community and an emerging set of reseller relationships, but no deliberate partner strategy. Partnerships were handled reactively, with no shared definition of success, no enablement infrastructure, and no way to measure or scale what was working.

Approach

Redesigned and relaunched the partner program from the ground up, defining the strategy, value proposition, and operating model. Built the foundation for partner-led growth, including onboarding, enablement, reporting, and partner-facing infrastructure. Aligned partnerships with sales, marketing, and product to drive partner-led pipeline through co-selling, joint campaigns, and tighter GTM integration.

“Before, partnerships were a bit all over the place. After, we knew exactly who we were building with, how we worked together, and where the pipeline was coming from.”

Series CPartner Ecosystem

200+

Partnerships Built and Scaled

15%

Partner Influenced Revenue

125%

Quota Attainment

Context

A Series C data and analytics SaaS company scaling rapidly without a formal partner strategy. A handful of opportunistic relationships existed, but no repeatable motion and no partner-sourced revenue.

Approach

Built and scaled a global partner ecosystem from the ground up, recruiting and activating 200+ solution partners across key markets. Designed and executed a partner-led GTM strategy, including onboarding, enablement, and joint demand generation programs. Established structured partner business planning, account mapping, and co-selling motions with strategic partners to drive consistent pipeline and revenue.

“Partnerships went from being something we talked about to something that actually brought in deals. That shift made a big difference early on.”

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