Revenue has plateaued.
The business has a credible offer and satisfied customers, but the next stage of growth is proving harder to reach.
Growth gets harder as businesses scale.
Build the commercial organisation your next stage demands.
Fractional commercial leadership for technology and managed-services businesses that need stronger sales performance, clearer strategy and predictable growth.
30 minutes to discuss your business, what needs to change and whether I can help. No obligation.
- 20+ yearsYears in technology and commercial leadership
- £90mAnnual contract value under management
- £35mInfrastructure and services programme secured
Recognise your business?
When to call me
You don’t need to know which service you need. Start with the situation you want to change.
Too much still depends on you.
You remain the person who opens doors, rescues deals and makes the important commercial decisions.
The team is busy, but conversion is weak.
Sales activity isn’t consistently turning into well-qualified opportunities, decisions and profitable recurring revenue.
The forecast is difficult to trust.
Close dates keep moving, pipeline reviews lack evidence and you’re left making decisions without a dependable view.
You’ve hired salespeople. The structure hasn’t caught up.
Capable people need clearer targeting, coaching, qualification and accountability to perform consistently.
You want to win larger, more complex customers.
Moving upmarket means navigating more stakeholders, longer decisions and closer coordination with technical and delivery teams.
Investors expect faster growth.
A PE-backed business may need stronger commercial reporting, post-acquisition sales integration or a credible plan the team can deliver.
These pressures don’t mean your people lack commitment. They can mean the business has outgrown the way sales is organised and led.
Let’s talk about what’s getting in the way →Enterprise sales · Customer case study
From a cybersecurity conversation to an £800k+ ARR partnership
An anonymised example of consultative selling: helping a manufacturer achieve Cyber Essentials and Cyber Essentials Plus, prepare for ISO 27001 and access new markets, before building an £800k+ ARR managed services partnership.
In practice · National managed-services provider
Creating £1.1m in incremental first-year service revenue
An anonymised example from my commercial leadership experience before founding Campbell Advisory.
The situation
A growing UK MSP had strong technical capability and had invested in sales capacity. It needed clearer commercial direction and a more consistent way to turn activity into qualified opportunities and recurring revenue.
What I changed
- Sharpened targeting around customers the proposition could serve well.
- Strengthened qualification and established regular, evidence-led opportunity reviews.
- Led strategic opportunities hands-on, aligning sales, technical and operational teams around the customer’s decision.
The measurable result
£1.1m in incremental first-year services revenue secured over a rolling 12-month period, with more than 70% attributable to a significant government agency contract and approximately 30% from other commercial opportunities. During the same period, the net new-business win rate improved from approximately 13% to over 20%.
The wider lesson: additional sales capacity needs focus, consistent leadership and delivery alignment to translate into commercial progress.
Wider career track record
178%
Year-on-year consulting and services margin growth with a national utility provider.
£35m
Infrastructure and services project closed with a global energy company.
£90m
Annual contract value ownership for multinational companies across Europe and North America.
Being clear about the fit
You probably don’t need me if…
You're looking for a one-off sales training session, a strategy presentation or someone simply to generate more leads.
Those services can all have value. But they may not address the underlying challenges if your business needs clearer commercial direction, stronger sales leadership or more consistent execution.
My work is most useful when there's a willingness to examine what's getting in the way and make practical changes together.
For leadership teams ready to turn commercial ambition into progress.
Perhaps you're still carrying too much of the sales responsibility yourself. Perhaps you've invested in capable people, but performance isn't as predictable as you'd like. Or perhaps the business has grown faster than its commercial structure.
These are familiar challenges in growing technology and managed-services businesses.
I work alongside you and your team to understand the pressures, agree the priorities and put improvements into practice — with clear ownership and measurable progress.
See what working together involves →A clearer starting point
Where would a little more commercial clarity help?
Take a three-minute Commercial Health Check to explore what is working, where you may need more visibility and which practical steps could help next.
Take the free health check →10 questions. Immediate results. No email required.
Rooted in Scotland
Based in Glasgow. Working UK-wide.
A decade with PE-backed MSPs informs how I work with leadership teams through growth and change. I bring that operating experience directly to your business.
Meet Robbie →Who I help
Deepest in managed services and enterprise technology.
For founders and MDs building beyond founder-led sales, and PE-backed leadership teams strengthening commercial performance through growth and change.
Managed services
Turning technical capability into profitable recurring revenue, stronger qualification and more dependable account growth.
Sales support for MSPs →Enterprise technology
Navigating complex buying decisions, vendor and channel relationships, and the move towards larger strategic customers.
Explore the typical client profile →Also supporting adjacent B2B businesses in cybersecurity, cloud, SaaS and telecoms where these commercial challenges apply.
Working together
How we get started
Start with what matters to you. We’ll agree a practical way forward.
Understand your business
We discuss your priorities and agree the scope of support.
Agree the priorities
You receive a practical roadmap with clear actions, responsibilities and measures of progress.
Put the plan into practice
I work alongside your team to implement improvements and review results.
Trusted by leaders
Trusted by leaders who understand what commercial performance demands.
Managed services leadership
“Robbie went to great lengths to understand the commercial bottlenecks in our business, which were throttling our growth. Through a process beginning with a sales assessment and evaluation, Robbie methodically rebuilt our commercial engine and removed a number of the significant barriers preventing our sales team from reaching its full potential.”
Enterprise leadership
“Robbie showed himself to be someone of impeccable character, a leader and a truly professional salesman. His ability to communicate at all levels is a key talent, and he has the qualities to provide great leadership to people. He is a true team player who can make difficult decisions, drive strong business outcomes and consider both the people and business impact of his actions.”
Our values
The principles behind my work.
Integrity
I give honest advice, including telling you when I’m not the right person to help.
Empathy and respect
I listen to the pressures you and your team face, and challenge with care.
Accountability
We agree priorities, review progress and address problems openly. I own my commitments.
Common questions
A practical approach, shaped around your business.
Every business is different, but these are some of the questions I am asked most often.
What is the typical time commitment for a Fractional Commercial Director or Fractional Sales Director?
There is no fixed formula. Some businesses need focused support for a few days each month; others benefit from a more regular leadership presence. We agree the right level of involvement around the priorities, pace and capacity of your business.
How long do engagements usually last?
Engagements can range from a focused review or improvement project to ongoing fractional leadership. We start with the outcome you need and agree a practical scope, with regular reviews to ensure the support remains useful.
How do you integrate with an existing sales team?
I work alongside your team rather than around them. That may include coaching, opportunity reviews, clearer accountability, support on strategic opportunities and practical improvements to the way the team works together.
Is a Fractional Commercial Director suitable if we are not ready for a full-time hire?
That is often where fractional support is most valuable. You can access experienced commercial leadership at the point you need it, without immediately taking on the cost and commitment of a permanent senior appointment.
Featured insight
What is the commercial value of a Fractional Commercial Director?
Experienced commercial leadership. Greater financial flexibility. More room to lead your business.
A practical look at the costs, commercial benefits and potential return of fractional commercial leadership for UK SME founders and MDs.
Start a conversation
Choose a time that works for you.
Book a confidential 30-minute conversation to discuss your commercial priorities and where experienced support could help.
Prefer to arrange this another way? Open the booking page in a new window →
Follow the conversation
Practical perspectives on sales, commercial growth and leadership.
Follow Campbell Advisory and Robbie on LinkedIn for practical insights on building stronger, more predictable commercial performance.
Campbell Advisory on LinkedIn →Robbie on LinkedIn →