AI-focused Value Creation and GTM Strategy Consulting

Watershed Value Advisory provides strategy consulting for private equity and corporate clients. We work with businesses to capture the AI market opportunity by unlocking growth levers, channels, and capital for software and tech-enabled businesses in the middle- and lower middle-market.

Uniquely positioned to help technology companies align, invest, and scale to win

15+ years exclusively in software and IT services

With experience across AI natives, incumbents, and those making the shift to AI products and services

Unique combination of investor and operator lens

Bridging value identification with the cross-functional perspective on feasibility, execution, and change management

Experience with premier technology investors and top performing portfolio companies

Leading with ROI-driven analysis and proven, repeatable playbooks and execution frameworks

Leadership expertise across companies of ranging scale, maturity, and stages of growth

From startups to $1B top line, and mix of prospect-, cross-sell-, and M&A-led growth strategies and margin expansion initiatives

Offerings focused on increasing enterprise value

Our capabilities target growth and margin expansion across strategy, go-to-market, capital allocation, and transformation initiatives

  • Identify the most viable growth avenues for your business across markets, segments, and channels, and translate that to a product roadmap and GTM strategy

  • Identify your key value drivers and laggards across your portfolio and determine what to incubate, accelerate, maintain, and divest to optimize capital allocation

  • Establish pricing & packaging to drive growth, retain customers, and simplify your GTM motion aligned to customer buying behavior and market segmentation

  • Optimize sales, marketing, and support functions through operating model and org design to maximize profitability without sacrificing growth

Watershed navigates all or part of strategy development through execution across our three packages

  • Surface findings

    You leave with a baseline assessment and market findings report with the requisite information to create an actionable path forward

  • Develop a plan

    You leave with a prioritized and actionable roadmap and business case for execution

  • Operationalize and embed

    You leave with a governed program with tracked targets and KPIs

Experience generating outsized results for organizations

  • Growth strategy definition and execution for ~$50m ARR founder-led SaaS business

    • Raised $56m series B from a leading growth equity investor

    • Landed multiple billion-dollar orgs in shift to enterprise

    • Ecosystem became second largest revenue stream in two years

  • Evaluation and execution of corporate spin-off for $1B IT services provider

    • Revenue growth acceleration from ~12% to 20%+

    • GPM increased ~280 bps over two years

    • Award-winning AI platform developed from margin reinvestment

  • Product-level profitability and capital reallocation for cash-constrained org

    • Identified and executed deprecation and maintenance-only products, adding ~2,000 bps of contribution margin accretion

    • Aligned the GTM and success operating and coverage models to reduce costs, adding to margin benefits

  • Marketing channel efficiency for SaaS business with increasing CAC

    • Identified $10m in net negative investments across two years

    • Created an ROI-based model that returned the business to stable CAC

  • Pricing & packaging for ~$400m ARR acquisitive PE-backed SaaS vendor

    • Maintained premium price point and volume while reducing discounting

    • Renewal rate uptick of ~3,000 bps among new packages vs. legacy

    • Generated the result vs. the top three consultancy that quoted the project at ~$2M

  • New product launch and partner monetization motion for SaaS business

    • Established new GTM motion, product positioning, and pricing & packaging

    • Generated the largest TCV deal in the company’s history within the first quarter of its availability