Operator, not adviser
Twenty-five years running the businesses most advisers describe. Vodafone, O2, Symantec, Staples, Equifax — and, more to the point, a commercial growth system already installed inside a UK MSP.
CEO, TechGrowth Strategy & Insights
MBA, London Business School
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At GM and CxO level, carrying the number
Cumulative revenue under direct accountability
Additional annual revenue delivered
Customers added
Eight MSP owners said the same sentence.
Before any of this was written, I sat down with eight MSP owners and leaders to understand where their AI practices were actually stalling. I expected to hear about skills, or vendor programmes, or margin. What I heard, independently, from people who had never met each other, was a version of one sentence: we are not consultants.
Every one of them could implement. None of them could reliably lead the conversation that comes first — the one where a customer’s leadership team decides what should change and what it is worth. So the decision was being made without them, and they were being asked to quote against somebody else’s requirement.
That is a capability gap, not a character flaw, and it is a solvable one. TechGrowth exists to close it: building the commercial side of the AI practice inside the partner’s own business, and supplying that capability into live customer engagements while it is still being built.
Three things that keep turning out to be true.
They were true at Vodafone and O2 long before anyone called it AI, and they are true in an MSP now.
Define the operating model before you choose the platform
A programme delivers the customer processes it was designed around — not the ones the technology configures by default. Reverse the order and you spend the budget teaching the business to fit the software.
Technology amplifies whatever commercial architecture already exists
Where the architecture is defined, the platform scales it. Where it is undefined, the platform multiplies the confusion — faster, and at greater cost.
Benefits survive only where governance, architecture and delivery stay aligned
Misalignment of any of the three creates value that quietly leaks away, and it compounds. It is almost never visible in the first quarter, and almost always terminal by the fourth.
Where the accountability sat.
Not advising on these businesses. Carrying the number inside them while the way they made money had to change.
What to expect if we do this.
Directness, and someone in the building
The work happens on site, with your leadership team, on your own offers and accounts. You will get a straight read on what is working and what is not, including where the work is not being used. If I think you are wrong about something, I will say so in the room rather than in a report afterwards.
One partner, one senior operator.
A deck, a bench, or a guarantee
No associates delivering it on my behalf. No campaigns produced for you to publish. No promise about your revenue — you should be suspicious of anyone who offers one. What I stand behind is the method, the quality of the work on site, and the honesty of what gets measured.
The business outcome stays yours.
Board, and background.
- Non-executive director, NHS Buckinghamshire — a £1.2bn trust, main board, 2009 to 2011. Seven years of loss turned into surplus. Chaired the Patient Experience Committee.
- MBA, London Business School.
- MA Marketing with Distinction, Kingston. CIM Diploma, Westminster. CAM Diploma with Distinction, UAL.
- JD Power award for best customer experience at consumer scale, during the O2 years.
Based in the UK. The work is with managed service providers across the UK and Ireland, roughly £2m to £100m, whose businesses are built on Microsoft workloads.
We build the commercial half. You keep the build.
TechGrowth is partner-facing. We work with managed service providers and we do not compete with them. We sell no software, no licences and no implementation, we do not build, configure, integrate, secure, deploy or operate technology, and we do not bid for the work that follows our engagements.
Where a partner needs executive AI business consulting capability inside a live customer engagement before its own is fully built, that capability is supplied through Formalus — our specialist client-facing commercial transformation capability. Formalus performs commercial transformation work only. It does not implement, and every technology implementation it specifies passes to the partner.
On Microsoft. We work with managed service providers whose businesses are built on Microsoft workloads. TechGrowth is not a Microsoft partner and is part of no Microsoft programme. Eligibility and claims remain entirely between you and Microsoft.
Ninety minutes, and a straight answer.
A Growth Review is a structured conversation with you and your leadership team: where your AI practice is actually constrained, what removing that constraint is worth, and whether I am the right person to help. Including when I am not.
Win the business case before you win the build.