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Our client develops digital solutions that help cities, infrastructure operators and telecommunications companies make better planning decisions through geospatial data, simulation and artificial intelligence. With an established software platform already serving the market, the company set out to transform its commercial model from bespoke projects and perpetual licensing towards a scalable Software-as-a-Service (SaaS) business.
The client had already developed a strong software solution with proven market demand. However, the business continued to operate largely through customised projects and perpetual licensing, limiting scalability and recurring revenue potential.
Supported by a new strategic vision, the company wanted to evolve into a software publisher with a product-led growth approach. This required transforming its existing platform into a standardized SaaS offering with clear packaging, pricing and commercial processes. At the same time, it needed to automate quote-to-cash operations, optimise AI usage costs, improve profitability and establish the operational foundations required to support sustainable recurring revenue growth.
Black Winch partnered with the client to assess its SaaS readiness and define the roadmap for productizing its software platform. Through a comprehensive maturity assessment, we identified the structural changes required to move from a project-driven organisation to a scalable SaaS business with repeatable commercial and operational processes.
Strategy
We conducted a Move-to-SaaS diagnostic and maturity assessment to evaluate the organisation's readiness across product, commercial and operational dimensions. Based on this analysis, we identified key scale blockers and developed a prioritised transformation roadmap to guide the transition towards a recurring revenue model.
Sales
We redesigned the commercial offer by defining clear product packaging, pricing structures and monetisation logic. The new approach simplified the customer proposition, reduced reliance on bespoke projects and established a scalable commercial framework aligned with product-led growth principles.
Finance
We developed pricing and usage models that incorporated AI consumption costs, ensuring the SaaS model remained both commercially attractive and financially sustainable. This work helped balance customer flexibility with long-term profitability.
Operations
We assessed the client's Quote-to-Revenue (Q2R) and Order-to-Cash processes to identify operational bottlenecks that limited scalability. Our recommendations included improvements to RevOps capabilities, automation opportunities and an interoperability assessment between CRM and financial systems, creating the operational foundation needed to efficiently manage recurring revenue at scale.
Moving to SaaS requires more than a subscription pricing model. Success depends on the right product packaging, pricing strategy, revenue operations and commercial architecture. Black Winch helps software companies accelerate their transition from project-based delivery to scalable recurring revenue businesses.
Get in touch to discuss how we can help build your next SaaS growth engine.