Too much still
depends on you.
You win the key deals, explain the proposition and make every pricing call. Growth is difficult to repeat without you in the room.
Build a commercial approach your team can inherit.
FRACTIONAL COMMERCIAL & GTM LEADERSHIP
Commercial clarity.
Repeatable revenue.
A stronger commercial business.
Not just a busier sales team.
I help founders and leadership teams in B2B SaaS and tech-enabled businesses sharpen their proposition, strengthen their sales approach and build a more consistent route to growth.
Senior experience. Practical involvement. Clear accountability.
EXPERIENCE THAT
INFORMS THE WORK
INFORMS THE WORK
Corporate leadership.
Founder-led businesses.
c.£20m
Revenue accountability
c.23%
Year-on-year revenue growth
560+
Clients migrated across platforms
Selected historical experience from corporate leadership roles at Edenred / Reward Gateway. These figures are career evidence, not promises of future results.
WHERE I HELP
Growth rarely needs
more of everything.
It needs a clear view of what is holding the business back, and the discipline to address it.
Too much still
Plenty of activity.
Not enough progress.
Pipeline looks healthy, but deals stall, pilots do not convert or discounts erode value. More leads may not solve the underlying problem.
Improve qualification, conversion and commercial value.
Ready to invest.
Not ready to guess.
A new hire, market, product or funding round is approaching. You need evidence that the commercial foundations will support the next step.
Validate the model before adding cost and complexity.
A CLEAR STARTING POINT
Commercial Health Check.
See where the friction really is.
A focused diagnostic for businesses that are active in market but not converting that activity into reliable commercial progress.
Sometimes the issue is not lead volume. It is the quality of focus, the clarity of the proposition, the way deals are qualified, or the discipline behind pricing, pipeline and forecasting.
The Commercial Health Check gives founders and leadership teams a structured view of what is helping growth, what is slowing it, and where effort should be focused first. You can then address the priorities internally, or ask me to help put the changes into practice.
What it reviews
- ICP and market focus
- Proposition and offer clarity
- Pricing and commercial model
- Qualification and pipeline discipline
- CRM hygiene and forecast confidence
- Founder dependency, retention and expansion potential
What you receive
- A structured scorecard
- A short summary of strengths, gaps and risks
- Priority actions sequenced by impact
- A recommendation on what to fix first
- A clear next-step decision
THE WORK
From the right
questions to
practical change.
I connect strategy to the decisions, tools and behaviours that determine commercial performance.
Talk through your priorities01Proposition, pricing & offers
Clarify who buys, why they buy and the value they receive. Translate that into focused positioning, sensible pricing and offers that make it easier to take the next step.
Practical outputs
Ideal customer profile, value proposition, packaging, pricing principles and defined entry offers.
02Sales process & revenue confidence
Make pipeline and forecasts more useful. Establish qualification, clear deal stages and evidence-led decisions, rather than relying on activity counts or optimistic close dates.
Practical outputs
Qualification criteria, CRM stage definitions, pipeline reviews, forecast assumptions and a commercial scorecard.
03Go-to-market & sales readiness
Test the route to market before scaling it. Connect customer insight, sales and marketing, partner opportunities and live deal learning into an approach the team can use.
Practical outputs
A prioritised go-to-market plan, sales playbook, partner approach and readiness plan for the first or next commercial hire.
04Customer growth & partnerships
Look beyond the first sale. Identify how account development, retention, cross-sell and partner relationships can create more value for customers and the business.
Practical outputs
Account growth priorities, expansion opportunities, partner economics and a clearer customer progression plan.
HOW I WORK
Start with the constraint.
Build what is needed.
No pre-packaged transformation programme. The right starting point depends on the business, the evidence and the decisions ahead.
01 / UNDERSTAND
Commercial
diagnostic
An independent assessment of the commercial model, customer evidence and operating approach.
You leave with
A clear diagnosis, prioritised actions and a recommendation on what to do next.
A defined starting point02 / BUILD
Focused
commercial project
A scoped piece of work to address a specific challenge, from pricing and proposition to sales readiness or pipeline governance.
You leave with
Practical deliverables, clear ownership and a commercial approach ready to put into use.
Agreed scope and outputs03 / EMBED
Fractional
commercial leadership
Senior commercial involvement as part of the leadership team, with time and responsibilities shaped around the business.
You gain
Direction, challenge and hands-on support across decisions, deals, people and execution.
An ongoing leadership partnerDirect access to me throughout.
I agree the scope, deliverables and commercial terms with you before the work begins. No large consulting team. No hand-off after the strategy presentation.
A SIMPLE PRINCIPLE
“A salesperson should inherit a commercial system, not be expected to invent one.”
Steven Morris
SELECTED EXPERIENCE
Commercial work.
In real businesses.
A combination of corporate leadership and focused work with founder-led businesses. Examples are anonymised to respect client confidentiality.
DIGITAL PLATFORMSA clearer
A clearer
commercial model.
The work
Defined the first-year commercial model and pricing framework for an enterprise-focused secure digital platform, including subscription, usage and add-on logic.
The practical output
A coherent pricing structure, explicit revenue assumptions and a more useful basis for commercial planning.
REGULATED BENEFITSConnecting product,
Connecting product,
partners and market.
The work
Developed customer profiles, proposition logic, pricing guardrails and partner routes to market for a contractor benefits platform.
The practical output
A more structured approach to distribution, member value, partner economics and pipeline development.
TECH-ENABLED SERVICESPreparing the business
Preparing the business
for its next sales hire.
The work
Introduced customer focus, qualification criteria, pricing guardrails and productised service offers in a founder-led IT and integration business.
The practical output
Clearer target segments, entry offers and operating disciplines for a senior salesperson to inherit.
ABOUT STEVEN
Senior perspective.
Operator’s mindset.
Steven MorrisFractional commercial & GTM leader
I work with founders, boards and leadership teams to turn commercial ambiguity into clear choices and practical action.
My background combines senior corporate commercial leadership with fractional roles in SaaS, digital platforms and tech-enabled services. That gives me a practical understanding of both the discipline needed to run a larger business and the constraints of building a smaller one.
At Edenred, I was the commercial lead for Salesforce implementation, designed commercial processes and pricing methodologies, and worked with Revenue Operations to embed them into the way the business operated. I also sponsored the integration of DocuSign into Salesforce workflows.
I bring that same principle to every engagement: the strategy has to work in the real business, with the people, resources and customers you have.
View my background on LinkedIn (opens a new tab)Based in Buckinghamshire. Working with businesses across the UK.
A FEW PRACTICAL QUESTIONS
Before we talk.
What is a Commercial Health Check?
It is a structured review of the commercial foundations behind growth. It looks at how well proposition, pricing, qualification, pipeline, process and forecasting are working in practice, and identifies where the main constraints sit.
Do I need a full-time commercial leader?
Not necessarily. You may need a focused project, support through a transition or senior leadership for part of the week. We start with the problem and decide which arrangement fits, rather than assuming a permanent hire is the answer.
Will you help put the plan into practice?
Yes, where that is part of the agreed scope. My work can include live deal involvement, team coaching, commercial reviews and embedding the approach into day-to-day decisions. I am not an outsourced lead-generation agency.
What type of business is the best fit?
Typically B2B SaaS, digital platform and tech-enabled services businesses with a product or service in market and a need for sharper commercial focus. I also work with investors and leadership teams assessing commercial readiness and growth priorities.
How do you price an engagement?
Focused projects are scoped around defined outputs and an agreed fee. Fractional leadership is structured around the responsibilities, time commitment and business needs. We agree the commercial terms before starting, rather than selling a generic package.
What happens in the first conversation?
We discuss where the business is today, what you are trying to achieve and what seems to be getting in the way. The aim is to establish whether there is a useful fit and the most sensible next step.
LET’S TALK
What would make the
biggest commercial
difference?
Tell me a little about the business, what you are trying to achieve and where progress is proving difficult. If you are not yet sure where the issue sits, a Commercial Health Check is often the best place to start.
A DIRECT CONVERSATION
Talk to Steven.
Email Stevensteven@stevenmorrisconsulting.co.uk
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