Arāya Ventures
General Partner
Arāya Ventures is a global venture capital firm investing in early-stage businesses and visionary founders harnessing AI to transform how we live and work across FinTech, Health, Commerce, and the Future of Work.
Mitul Ruparelia
Fractional Chief Revenue Officer (CRO) and Board Advisor for B2B SaaS Businesses
London, United Kingdom (+00:00 UTC) Gujarati, Hindi, Englishfrom London, United Kingdom
Usually responds in 13 hours
$200 / hour
Price per hour
15 min30 min60 min
Time Blocks Available
5.00
12 reviews / 18 sessions
Wed
21
Next availability
Helpful as always, thanks Mitul for patiently explaining and clarifying partner channels.
Rory Kermack
I really like Mitul. Articulate in presenting his 'out of the box' thinking across alternate pricing models. Appreciated his insights and alternate revenue avenues. Well done Mitul!
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Phillip Bellifemine
Great actionable feedback, straight to the point on business. We will benefit long-term from Mitul insights.
Evan Bourgouin
Bio
I am a Fractional Chief Revenue Officer (CRO) and Board Advisor with 20+ years of experience in successfully transforming scale-ups and underperforming B2B businesses to deliver exponential revenue and margin growth. Focusing on B2B software, services and hardware, I have built and led global GTM teams targeting customers in telecommunications, government, financial services, public sector and aviation. Having transformed a series of small, medium and large businesses, I founded Citius Partners to bring world-class accelerated scale and field execution strategies directly to B2B technology companies and their investors. Prior to Citius Partners, I have held leadership roles with Siteimprove (MarTech), Vision-Box (IDM, Biometrics), BlackBerry (CyberSecurity, CEM, UEM, Document Mgmt.), SAP (BigData, Telco, Mobility), and Sybase 365 (Telco). Highlights ======= * Helped global businesses generate up to $200M in annual recurring revenue and realise valuations of $1Bn+. * Built and led global GTM teams of 70+ people in Sales (inc. Inside Sales), Channel, Pre-Sales, SDRs, Marketing, Customer Success, and Professional Services. * Closed €87M+ in net-new business in aviation and border control during the pandemic with reduced investment and support. * Built an enterprise software partner ecosystem of 600+ resellers in BlackBerry and expanded into the Middle East, Africa and India, delivering 73% ($168M per year) of the revenue in EMEA, and with 43% being net-new business. * Designed and sold cloud solutions and services to telcos globally that drove $150M+ in recurring revenues, and transformed the business unit from $40M to $350M in 4 years. Key Skills ======= Go-To-Market Strategy | Customer Revenue Journey | Sales Management & Forecasting | Business Transformation & Turnaround | Early Revenue Growth | Performance & Talent Management | Channel & Partner Strategy | Complex Sales | Product Innovation | International Expansion | Defining Lead to Cash | Raising Investment | Demand Generation | Sales Enablement | Exit Strategy (M&A)
Expertise
Building a team
Built and led global GTM teams of 70+ people in Sales (inc. Inside Sales), Channel, Pre-Sales, SDRs, Marketing, Customer Success, and Professional Services.
Go to market strategy
Delivered strategic GTM programs, sales enablement, deal support, customer discoveries, compliance, value selling and sales qualification (BANT, MEDDIC).
Pricing strategy
Transitioned away from one-off CAPEX transactions and pricing model to a recurring SaaS/OPEX revenue model to increase company valuation in preparation for M&A / IPO
Product launches
Lead Innovator & Sales authority with full P&L of a patented solution “System and Method for Intelligent Routeback” delivered $150M in recurring subscription revenue. Transformed the business from $40M to $350M in 4 years.
Public relations
Press Media Coverage to drive inbound lead generation: Featured in CNBC, The Economist, The Times, Connecting Travel, Mint.com, and The Hindu Business Line
Sales
Helped global businesses generate up to $200M in annual recurring revenue and realise valuations of $1Bn+. Closed €87M+ in net-new business in aviation and border control during the pandemic with reduced investment and support.
Technology and tools
Implemented Quote to Cash; bought visibility and collaboration across the business from people, process and technology (Salesforce.com, Xactly, Microsoft PowerBI and Oracle ERP).
Toolkit
Salesforce
Implemented Salesforce x 3 times: 1.) Replaced Oracle CRM 2.) Integrating 8 different CRMs under one single unified Salesforce instance 3.) Re-aligning CRM
Industries
Cyber Security
Revenue growth consultancy that transforms GTM strategy and execution for B2B technology companies and partners with growth, private equity and venture capital funds. https://citius.partners
Experience
UNTIL
InvestorUNTIL is a platform empowering health and wellness professionals with flexible access to premium facilities and business support. With locations in Soho, Marylebone, and Liverpool Street, and plans for international growth.
Quant Insight
InvestorQuant Insight's data analytics help investors understand and measure their macro risk. It has been fully tested with over 13 years of data and is used by many of the world's largest asset managers, hedge funds, family offices and others.
luna
InvestorLuna is one of the world's first digital health companion for teens and a co-pilot for parents. An app that's helping teens and their parents navigate adolescence together.
OGGS®
InvestorOGGS is the UK’s #1 plant-based egg and bakery brand, replacing eggs with plants for a better planet, people, and chickens. A proud B-Corp, OGGS has swapped 4.5 million eggs, saved 300,000+ tonnes of CO2e, and given 750,000+ chickens a break.
Blissgrowth
Limited PartnerUK’s #1 Venture Studio helps ideate, build, and scale industry-winning B2B software technology companies with the best second-time founders. All five of the Blissgrowth companies have raised Series A.
Fortius Partners
Co-Founder & Managing Partner - Sales & GTM Operating PartnerFortius Partners is a hands-on growth and GTM & Sales transformation partner for small and mid-cap PE funds. As an interim executive, I create value by driving company-wide revenue focus and providing an integrated approach across sales, marketing, and customer success to transform, deliver, and scale the revenue function strategically.
Seedcamp
Advisor & MentorSeedcamp is a European seed fund that identifies and invests early in founders attacking global markets.
Siteimprove through its platform works with organisations to enable their online presence to be inclusive, whilst giving insights to optimise content to drive incremental traffic that converts to revenue. The company is a MarTech business, established in 2003 in Copenhagen, employs 500 people and is backed by Nordic Capital (Private Equity). Appointed to rebuild an inexperienced team of 11 FTEs (Direct Sales Reps), and to grow and enable a high-performing sales team of 25 FTEs targeting European Key and Corporate Accounts (up to $2B in revenue). Redefined the GTM and commercial strategy in order to work towards doubling the annual recurring revenue within 18 months. Key Achievements: ============== * Delivered $0.7M ARR in Q1 (72% of budget) whilst rebuilding organisation, and having no BDRs or Channel * Increased ASP by 54% for won opportunities by transitioning to Value Based Selling * Hired 6 new sales FTEs to strengthen FY22 H2 business, whilst attempting to optimise LTV/CAC
B2BSaaSDigital AgenciesE-CommerceMarTech
Vision-Box enables Airports, Airlines and Governments to provide a seamless experience for connected citizens and travellers by using digital identity management solutions, comprising of hardware, software and services. The company is a Digital Identity Management / Biometric business, established in 2001 in Lisbon, employs 500 people and is backed by KeenSight (Private Equity). Hired by Chief Revenue Officer (former manager) to lead a team of 7 FTEs (Direct Sales Reps). Define and execute GTM strategy in the region. Lead sales to focus on top-line revenue growth, by selling the platform (Hardware, Software and Services) to Tier 1 and Global Strategic Accounts within EMEA & India. Key Achievements: ============== * Closed €86M in net-new business (85% of company revenue) with reduced budget during COVID-19 * Led strategic wins: UK Border Force €37M, Ministry of Interior Qatar €7M, Benin €6.4M, KSA €5.3M and Rwanda €1.1M, TLSContact €4M, Gatwick Airport €2M, Bahrain Airport €1.1M and Emirates Group €0.7M * Implemented Quote to Cash; bought visibility and collaboration across the business from people, process and technology (Salesforce.com, Xactly, Microsoft PowerBI and Oracle ERP) * Transitioned away from one-off CAPEX transactions to a recurring SaaS/OPEX revenue model to increase company valuation in preparation for M&A / IPO * Press Media Coverage to drive inbound lead generation: Featured in CNBC, The Economist, The Times, Connecting Travel, Mint.com, and The Hindu Business Line
B2BHardwareTravelTechIoTSaaS
BlackBerry (NYSE: BBRY) provides enterprises and governments with the software and services they need to secure the Internet of Things, with a solution portfolio comprising of Endpoint Management, Secure Communications, Real-Time Crisis Communication and Collaboration, Secure Document Management and Asset Tracking. BlackBerry is a CyberSecurity company and employs 3,800 people. Promoted by Chief Operating Officer and President to lead and transform the business and deliver double-digit growth in Billings and Revenue. Led a team of 6 Senior Directors and 70 FTEs in Field Sales (Emerging Markets), Inside Sales, Channel Sales, and Sales Development Reps / Demand Generation Team. Key Achievements: ============== * Stabilised region due to high attrition of customers and closed $42M in H1 (Tracking +23% Y/Y growth) * Grew performance in Emerging Markets. Delivered $10M in UAE, KSA and Africa * Increased Total Contract Value by ~23%, built pipeline coverage to 4.6X and improved forecast accuracy, by delivering strategic programs, sales enablement, deal support, customer discoveries, compliance, value selling and sales qualification (BANT, MEDDIC).
SaaSB2BCyber SecurityIoTPromoted by President of Enterprise Sales and Senior Vice President of EMEA Sales to deliver >70% of the EMEA business by building and extending the Partner Ecosystem of VARs, Distributors, Service Providers, MSP and Global System Integrators. Led a team of 30 FTEs across the Globe. Key Achievements: ============== * Built a scalable ecosystem. Closing 73% of EMEA business, going from $67M to $123M in 2 years * Recruited and on-boarded >600 active net-new transacting Value Added Resellers (VARs) * Grew Deal Registration (net-new partner influenced business) from $23M to $53M in 2 years * Negotiated strategic partnerships, delivering $54M in TCV across North America * Streamlined GTM and product portfolio from 8 companies into 1, with integrated enterprise software platform
SaaSB2BCyber SecurityIoTRecruited by President of Enterprise Sales (former manager) to help transform BlackBerry from a loss-making mobile phone business to a profitable and growing B2B Enterprise CyberSecurity Software business. Focused to drive change and build the strategy that enabled telcos globally to resell, manage and support BlackBerry Enterprise Software. Started a Global Tiger Team leading 27 FTEs in Solution Sales, Product Management and Enablement with full P&L accountability. Key Achievements: ============== * Rebuilt & Reenabled 40% of GTM team with A-Players in Sales, Channel, Pre-Sales and Marketing * Signed 9 Tier 1 Global Telcos, delivering $65M per annum (+40% Y/Y growth) with reduced investment * Built Subscription Licensing Technology to capture SMB / MM customers, delivering $6M revenue per quarter
SaaSB2BCyber SecurityIoT
SAP (NYSE: SAP SE) is the market leader in E2E enterprise application software, database and analytics. SAP helps businesses of all sizes and industries operate profitably, adapt continuously, and achieve their purpose. Senior Director, Global Sales and Strategy, COO Program Office February 2015 to August 2015 Reporting To: Global Chief Operating Officer Hired by Global Chief Operating Officer to drive transformational industry projects to Global Top 30 Accounts, and in parallel define the GTM and Operating Plan for the healthcare industry to drive focus and unlock investment. Key Achievements: ============== * Extended SAP’s footprint in Global Conglomerate Accounts by $0.7M, by cross-selling industry solutions * Secured 3 year incremental investment of 105 FTEs and $4M to drive 40% Y/Y growth
Appointed by Global General Manager to lead strategic initiatives and to be the Exec Sponsor for Key Global Accounts: Vodafone Group, AT&T, SingTel Group, Axiata Group, STC, Mobily, Zain Group and Etisalat Group. Key Achievements: ============== * Secured funding of $45M to co-innovate and drive Indirect Sales with Systems Integrators * Led inorganic growth through acquisition and development of new cloud solutions (Consumer Insight 365, Telco Cloud etc), which initiated new business growth from a saturated customer base * Built GTM Strategy and Operating Plan for a Globalised BU to deliver $1B by 2020 (18% CAGR)
Sybase, Inc was acquired by SAP SE (NYSE: SAP) in 2010 for $5.8B. Sybase 365, a subsidiary of Sybase, Inc. became SAP Mobile Services and remained an independent business unit. SAP Mobile Services is the global leader in mobile messaging interoperability, the delivery and settlement of SMS and MMS content, IPX services, mobile banking, mobile payments and enterprise-class messaging services. Processing more than 2B messages per day, reaching more than 1,000+ mobile operators and reaching 99% of the world’s mobile subscribers. Appointed by the Senior Vice President of Global Sales and Chief Technology Officer to lead the Global PreSales team of 15 FTEs to ensure team. Responsible for solution sales, assisting with cross-selling and driving innovation to lead and differentiate within the telco and mobile industry. Promoted 5 Times in Role. Key Achievements: ============== * Transformed commercial strategy, away from content and ringtones; developed a lucrative focus on Enterprise that aligned with the Mobile Operator Interconnect business * Grew business unit from $40M to $350M, delivering 13 consecutive quarters of profitable growth * Lead Innovator & Sales authority with full P&L of a patented solution “System and Method for Intelligent Routeback” delivered $150M in recurring subscription revenue * Revitalised an underperforming sales organisation, drove growth through innovation and attracted M&A.
SaaSB2BMarTechOther