Client Context
A London-registered mining analytics platform helped mining operations optimize energy consumption and operational efficiency. The platform had proof-of-concept across European, African, and Asian operations — but the founder needed to prove the business model could acquire enterprise clients and position the company for acquisition within 18 months.
Three interdependent challenges: moving from founder-led sales to systematic enterprise business development (targeting Rio Tinto, Vale, OceanaGold, Goldfields), aligning with government programs for credibility and co-funding, and professionalizing operations for exit readiness. Adding permanent senior hires wasn't the right move given exit considerations — the company needed fractional leadership.
What We Did
— Deployed as fractional COO and Head of Business Development for 18 months, embedded with operational decision-making authority
— Mapped 60+ mining operations globally; developed targeting strategy based on energy optimization priorities and sustainability reporting requirements
— Led direct outreach and contract negotiations with Tier 1 mining operators; closed 7 enterprise subscriptions within 12 months
— Negotiated partnership with Natural Resources Canada; secured $1.2M in government co-funding through NRCAN subsidy mechanisms
— Recruited 6-member advisory board of senior mining executives and academic leaders; secured speaking engagements at major industry conferences
— Implemented financial governance: quarterly shareholder reporting, KPI tracking (pipeline, CAC, ARR), and exit scenario modeling
— Built customer success program with quarterly business reviews and optimization support; achieved 100% renewal rate
Outcomes
- 12 active enterprise clients (exceeded 6-8 target), including 7 Tier 1 mining companies
- $3.8M+ annual contract value with 100% customer renewal rate
- $1.2M government co-funding secured through NRCAN partnerships
- Benchmarking data from 47+ major mining sites across multiple continents — establishing the platform as an independent industry authority
- Company transitioned from founder-led to professionally managed operations, positioned as acquisition-stage asset
"The team brought operational discipline, government relations expertise, and client acquisition credibility we couldn't build internally. By month 18, we had positioned ourselves as an acquisition-stage asset with enterprise revenue and strategic partnerships." — Founder, Mining Benchmarking Platform