Blott is a global technology consultancy specialising in end-to-end transformation for highly regulated industries, including banking, insurance, and asset management.

The engagement

Working directly with Blott's CEO and CMO, Leo helped transform the firm from a software dev consultancy into "The Technology Firm for the AI Era," creating immediate market differentiation. He helped streamline the offering from 40+ services to a focused AI beachhead strategy with clear cross-sell paths to UX, digital products, and strategy services.

The market approach targeted two distinct segments: growth-focused legacy SaaS companies competing against AI-native startups, and efficiency-focused financial services firms optimising internal processes. Each received tailored, outcome-focused value propositions.

Leo implemented the MEDDPICC sales framework to bring rigour to deal management, emphasising pain implication techniques and champion development. He introduced price anchoring for discovery calls and A/B/C proposal packaging options to guide optimal engagement.

For demand generation, Leo designed a high-ROI event strategy centred on monthly C-level gala dinners. He helped to optimise outbound campaigns with an "AI Use Case Exploration Workshop" lead magnet and identified strategic partnerships with larger agencies, leading to over £500k of pipeline.