INDUSTRY
Technology & Media
Software, technology services and media companies moving from growth at any cost to profitable growth.
Engagements since 2021
International market entries planned and launched
Average improvement in net revenue retention
OVERVIEW
We work with software, technology services, telecommunications and media companies on market entry, pricing, go-to-market and organization as investors reward efficient growth over growth alone.
Technology companies have moved from an era when growth was enough to one where investors want growth and margin together. That shift reaches into every part of the business: which markets to enter, how to price, how to organize sales and customer success, and how much to spend on research.
We work with enterprise software companies, technology services firms, telecommunications operators and media groups, many of them mid-sized and growing internationally. Our Singapore and London offices lead much of the market entry work, helping European and American software companies build businesses in Asia and Asian companies expand west.
WHAT IS SHIFTING
01
Investors now reward efficient growth
Valuation multiples track the combination of growth and margin. Companies hired for growth alone are restructuring sales and support organizations.
01
AI is changing what customers will pay for
Features that once justified a premium are becoming standard, and pricing models built on seats are giving way to usage and outcomes.
01
International expansion is more selective
Software companies are choosing fewer markets and entering them properly, with local partners and teams rather than remote sales coverage.
01
Media audiences are fragmenting further
Attention is spreading across more platforms, making scale harder to reach and advertising harder to price.
“The most valuable advice was which markets not to enter. We would have spread ourselves across six countries and done none of them well.”
Chief Revenue Officer, A European B2B software company in supply chain planning
SERVICES
All services
Webinar: scenario planning for the 2027 board calendar
scenario-planning-2027-webinar
Event
Elena Marsh and Priya Raman
A one-hour online briefing for directors and executives on building scenarios, triggers and prepared moves into the board's regular cycle.
Scenario planning that boards will actually use
scenario-planning-for-boards
Article
Elena Marsh and Thomas Reid
Most board scenario exercises produce a thick report and no decisions. A lighter approach, tied to triggers and pre-agreed moves, makes them useful.
Making cost savings last: a breakfast roundtable for CFOs
making-cost-savings-last-roundtable
Event
David Okafor and Hannah Cole
A closed-door breakfast in London for finance leaders planning their next cost program, built on the findings of The CFO Cost Agenda 2026.
Operations AI Benchmark 2026: from pilots to the P&L
operations-ai-benchmark-2026
Report
Marcus Lindqvist and Priya Raman
How 286 operations leaders are using AI in maintenance, planning and quality, how much of it reaches production, and what the companies seeing returns do differently.
Zero-based organization design, done properly
zero-based-organization-design
Article
Hannah Cole
Designing an organization from a blank page sounds radical. Done well, it is the most practical way to remove layers and duplication without starting a political war.
The first 100 days after a merger
first-100-days-after-a-merger
Article
Lukas Brenner and Amara Nwosu
The first hundred days after closing set the pace for everything that follows. What to settle before day one, what to do quickly, and what to leave alone.
The CFO Cost Agenda 2026: why savings fade and what keeps them
cfo-cost-agenda-2026
Report
Thomas Reid and David Okafor
A survey of 412 chief financial officers on cost programs, how much of the savings survive, and the practices that separate durable results from temporary ones.
Making AI pay back in operations, not in pilots
making-ai-pay-back-in-operations
Article
Marcus Lindqvist and Kenji Watanabe
Most operations AI never leaves the pilot stage. The few use cases that pay back share a set of traits that have little to do with the model itself.
Pricing power after the inflation years
pricing-power-after-inflation
Article
Elena Marsh and Priya Raman
Companies raised prices faster than costs between 2021 and 2024. Customers remember. How to set prices now that the cover of general inflation is gone.
Why cost programs fail in year two
why-cost-programs-fail-in-year-two
Article
David Okafor and Thomas Reid
Most cost programs hit their first-year targets. The savings disappear in the second year, for reasons that are predictable and largely avoidable.