173tech is a London-based analytics agency supporting high-growth businesses around the world in leveraging data effectively. I joined the team to help the founder build scalable business processes and support client delivery.

Despite being a data-driven agency, internal sales processes lacked structure and visibility. My initial focus was to address this by identifying key gaps and implementing foundational improvements.

Key challenges and initiatives:

• Low data literacy among prospects: Many potential clients didn’t fully understand what a data pipeline is or the resources required to build one. To bridge this gap, I created a library of educational content for both sales and marketing. This led to the launch of a LinkedIn newsletter, which grew to over 1,500 subscribers with a 90% open rate.

• High uncertainty in outbound outreach: Cold prospecting was hindered by limited insight into each company’s tech stack and team structure. I used this as an opportunity to refine our positioning and messaging—focusing on clarity and ease of understanding—to reduce friction in early conversations.

• No client engagement strategy: There was no structured way of maintaining relationships with past or existing clients. I introduced personalised, quarterly outreach campaigns at scale, tailoring content based on the recipient’s role and engagement history.

• Long sales cycles: With typical sales taking months, I focused on making the buying process as simple as possible. This included simplifying pricing, adding transparent pricing examples on the website, and clearly outlining the delivery process. We often started with smaller projects to build trust and expand the engagement over time.

• Over-reliance on founder’s network: The company’s growth was mainly driven by the founder’s contacts. I expanded the pipeline by developing new channels, including partnerships with tech platforms and VCs, which led to new opportunities and signed contracts.

Alongside my commercial responsibilities, I increasingly contributed to client projects—bridging marketing strategy with data insights. In recognition of this, I was named Most Impactful Consultant of 2023 by Innovation In Business.

Increased opportunities by 186% (75-128-190-215)

Increased pitches by 441% (12-45-58-65)