Recurring revenue transition
Move SaaS licence income above a scale-grade threshold (55%+) through repricing, multi-year incentives, and services-to-subscription conversion. Timeframe: 12 to 18 months.
Vantra
Strategic Operational Assessment · Founder-Led Carbon Accounting and ESG Data Platform
The roadmap is structured around the readiness timeline. Four structural prerequisites must be in place before Vantra can deliver the next phase of its growth plan, with or without further external capital: a structured account expansion programme that demonstrably generates recurring revenue growth, a sales-to-delivery handoff discipline that closes the cycle-time gap, a key-person dependency mitigation plan extending into the platform's AI infrastructure, and a documented AI operational dependency map. These four prerequisites are the foundation of the 90-day programme.
Establish Foundations · Days 1–30
Build the Infrastructure · Days 31–60
Demonstrate Progress · Days 61–90
→ Launch Account Expansion Programme. Segment 140 enterprise accounts by revenue potential and product penetration. Assign ownership, set targets, build account plans for the top 35.
→ Define Recurring Revenue Target. Set the target recurring revenue ratio required before any capital event. Build a 12-month conversion roadmap from services to licence.
→ Map Key Person Dependencies. Identify commercial relationships and technical infrastructure concentrated in the two co-founders, including the AI tooling embedded in the platform.
→ Commission AI Dependency Audit. Structured audit of AI tools embedded in the platform's data ingestion and emissions calculation pipeline. Assess criticality. Produce a register that can be shared with any external party.
→ Implement CRM as Revenue Intelligence. Elevate CRM from activity tracking to a single commercial view: account histories, renewal dates, product penetration, forecast methodology.
→ Establish AI Commercial Impact Measurement. Framework to distinguish AI-generated pipeline from pipeline that converts. Audit DACH and Nordics markets specifically.
→ Deploy a Commercial Methodology. Shared qualification criteria, account planning, negotiation discipline, and closing governance across all commercial roles in all geographies.
→ First Accountability Review. Review account expansion against targets. Measure pipeline growth, services-to-licence conversions, retention by tier. Document for the record.
→ Board-Level Commercial Dashboard. Single dashboard: revenue by type, expansion pipeline, renewal dates, retention risk, product penetration, with AI commercial impact view.
→ Present the AI Dependency Register. Complete and present the AI dependency register to the board and the growth investor. Board ability to describe this infrastructure is itself a readiness signal.
Post-90 Priorities
Commercial leadership depth
Build the structured commercial capability — strategic account management, enterprise negotiation, structured closing — currently scoring at Level 1 to 2. Timeframe: 12 months to materially move the dial.
AI competitive positioning
Articulate, test, and embed a board-level AI position in the carbon accounting market. Govern the commercial and platform AI capability already in place. Timeframe: 6 months to a first defensible position, ongoing thereafter.