How it works
A typical engagement runs over twelve weeks. It starts with the 14-Day Speedboat Audit and ends with deals registered, closed and claimed.
A typical 12-week engagement
Timings are indicative and are agreed with you at the start.
We ingest clean, prioritised asset data from Paratira, Ray Allen and Microsoft Intune. With your customers’ consent, data is typically available within a day, and up to a week through some Cisco routes.
We build Expansion Cheat Sheets for each account, with an exact bill of materials. This is where the whitespace analysis happens (see below).
We embed with one regional sales manager and five to ten account executives. Weekly cadences begin.
Deal registrations, closed-won deals and the documents that support them. We keep the pipeline moving and the team accountable.
Vendor rebate claims are submitted and tracked for you. How claims work →
The methodology
Traditional whitespace maps tell you where competitors sit. The 14-Day Speedboat Audit tells you how much it costs you, and which gaps to hit first.
We break the silos between cloud, hardware and licensing. Every product, contract and renewal date is mapped into one view of total IT spend per account. We look across everything you sell, not just one vendor, because that is the only way to see where you can help.
Empty cells are not equal. Each gap is weighted by account size, product category and competitive displacement risk.
A prioritised playbook that applies our standard method to your SMB tail, turning 3% commodity licences into 20% high-margin annuities.
Margin figures are illustrative of the shift we aim for. Your results depend on your portfolio and pricing.
What you receive
Two pages per account. Page one: account overview, total white space value and priority summary. Page two: asset-level detail with the recommendation, risk score, effort, action and sales play.
Every recommendation classified by risk and effort, then given a priority and a sales play, with a suggested weekly cadence and step-by-step deal registration instructions.
A six-part executive summary: the bottom line, the Diagonal Line, the top five opportunities, the funding model, how we deliver, and what we need from you.
A ready-to-use CFO and CTO presentation that tells the connected-risk story in language a finance director understands.
How we prioritise
If a device needs configuration, patching and replacement, we go straight to replacement. We only patch first if the replacement will take a long time.
| Priority | Typical criteria | Action |
|---|---|---|
| P1 | High risk score, or replacement needed with a long lead time | Immediate action |
| P2 | Medium risk score, or a patch is needed | Within 30 days |
| P3 | Low risk score, or configuration only | Within 90 days. Quick wins that build trust |
Security risk is scored across every asset using NIST SP 800-53 as a reference. We also score reliability (downtime hours), user experience (labour hours), economics and environmental impact (CO₂ saved).
Inside the pod
We provide fractional sales leadership: we run the cadence, manage the pipeline and prepare the paperwork, so your sales manager and account executives can focus on customers.
| Weekly call | Time |
|---|---|
| Pipeline review | 15 min |
| Blockers and escalations | 10 min |
| Deal registration status | 10 min |
| MDF claim tracking | 10 min |
| Next week’s priorities | 15 min |
What we need from you
Revenue diagnostic
In a 20-minute conversation we will walk through your installed base and identify your first Revenue Pod opportunity.
