The company operates a UK SaaS IoT B2B scale up platform targeting agricultural producers and high-value products in the heavy machinery industry. The platform monitors environmental conditions, tracks positions, and integrates detailed product and customs data. In addition, the company provides services to integrate customer ERPs and PDMs, and deploy sensor arrays to monitor factors such as cattle health (grazing, illness, water intake), as well as fencing geolocation and time boundaries.
The company pursued assistance to launch commercial operations in Europe. They needed hands-on support with progressive market pressure and recognized many hurdles that required regional network expertise and local experience. These challenges included:
- Navigating cultural and market practices across European countries
- Understanding competitors’ landscapes and strategies
- Adapting their offering, including value proposition perception, go-to-market (GTM) strategies, pricing models, and contracting
- Discovering new niche markets for further growth
Solutions Implemented
Using our Metis Vision methodology, which creates performing markets following a six-legs cycle inspired by sailing terminology, we optimized conditions for success. The six legs are:
- Trust
- Brand Push
- Rolling Funnel Dynamic
- Negotiated Engagements
- Productivity Contracting
- Testimonials & Forward Planning
This structured approach not only guided the company through market complexities but also provided a clear roadmap to accelerate growth across the UK and wider European markets, that was the target for the UK SaaS IoT B2B scale up.
Results achieved
Pipeline Growth: Achieved a 15% compound growth in qualified leads entering the sales pipeline.
Channel Activation and Alliances: Launched joint market actions and enabled active lead transfer among partners.
Regional Administration Grants: Secured over €400,000 in public funding for innovation transfer and job creation.
Business Establishment Grants: Accessed facilities and services that further strengthened market entry.
SaaS Subscription Rate: Recorded a 30% annual recurring revenue (ARR) growth.
Churn: Maintained zero churn during the first three years.
Conclusion
Stronger Market Position
The structured, event-driven approach established the company as a thought leader in the SaaS IoT space, driving higher engagement across multiple channels and enhancing brand recognition in a competitive European market.
Platform feedback loop
Insights gained from tapping into new niche markets led to the adoption of a more flexible architecture that better accommodates regional operational differences and pricing structures. This continuous improvement cycle has further accelerated growth and market responsiveness.