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
04
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!

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 logo

    Salesforce

    17 years of experience

    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

  • Siteimprove

    Vice President of Sales for Europe (Key and Corporate Accounts)
    •siteimprove.com

    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

    Executive Vice President of Sales
    •vision-box.com/

    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

    Vice President & General Manager, EMEA Sales
    •blackberry.com

    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 SecurityIoT

  • SAP

    Senior Director, Global Sales and Strategy, COO Program Office
    •sap.com

    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

  • Sybase 365

    Global Head of PreSales & Innovation, SAP Mobile Services
    •sybase365.com

    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

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