For software & data companies
Win more, and keep more, in a tougher market.
Growth advisory for EHS, Sustainability, and Product Stewardship software and data companies. I work with founders, CEOs, boards and PE operating partners to align product, go-to-market and partnerships, then stay to put it into motion.
Why now
Your market is being rewritten. Your growth model has to be too.
- More competitors, and more pricing pressure
- Retention under scrutiny at every renewal
- Pressure to put AI to work across go-to-market
- Partner ecosystems that are missing or underperforming
- Scarce, costly SDR, AE and BDE talent that speaks EHS, Sustainability, and Product Stewardship
- Sharpen positioning, pricing and packaging
- Build a motion that wins the whole buying committee
- Put AI to work across pipeline and selling
- Build real partnerships, aligned on shared growth
- Hire and coach sellers who speak your buyers’ language
- Design for expansion, not just the first sale
One connected system
Product, go-to-market and partnerships have to move in lockstep.
Most growth problems in this market are alignment problems. When these three evolve separately, growth stalls. I design them as one system.
Product innovation
What you build, and the regulatory and market shifts it has to anticipate.
Go-to-market
Who you sell to, how, and through which motions and channels.
Partnerships
The ecosystem that extends your reach, data and credibility.
Both sides of the table
I’ve built and sold these platforms, and worked alongside the teams who buy and use them.
Built to win
How to design, package, price and partner so your platform wins the whole buying committee, not just the first champion.
Built to be used
How these systems have to work day to day for every team that touches them. A platform that serves EHS but frustrates merchandising stalls at renewal.
Built to connect
How your data has to travel into ERP, PLM and the decisions that run the business. Insight that stays on its own screen gets treated as a cost.
I help vendors build what enterprises will actually adopt, connect and renew, and sell it the way enterprises actually decide.
The buyer’s view
Why enterprise renewals quietly shrink.
I’ve seen these patterns across 150+ enterprise clients. Each one is fixable, if you design, sell and support for it.
Shelfware modules
Add-on modules sold at signing but never switched on are the first to go.
Unfinished integrations
If your data never reaches ERP or PLM, you’re treated as a cost, not a system.
Duplicate subscriptions
When EHS, Sustainability, and Product Stewardship teams overlap, one tool gets consolidated away.
Idle licenses
Seats assigned to people who changed roles or left become a downsizing line item.
Narrow champions
A platform loved by one team but invisible to the rest has no defenders at renewal.
Day-one sizing
Programs scoped for launch, not for growth, rarely expand.
Enterprise integration
Your data has to work far beyond your own application.
Chemical, sustainability and compliance data now has to power product design, sourcing and supplier decisions, shipping and labeling, and the disclosures leadership signs off on.
- EHS, Sustainability & ESG, and Product Stewardship
- Regulatory Affairs, Procurement and Supply Chain
- Risk, Legal and Merchandising
- Master Data and Commercial
- ERP (including SAP) and Supply Chain Management
- PLM & LCA and Master Data Management
- Logistics and Business Intelligence
- AI
Enterprise customers across Retail · Grocery · Consumer Packaged Goods · Industrials · Chemical · Manufacturing
AI innovation
AI is table stakes. Building the right AI is the edge.
Every competitor in EHS, Sustainability, and Product Stewardship now claims AI, and buyers are asking what it actually does with their data. I’ve helped ideate and commercialize AI-powered solutions in this market. Now I help product and leadership teams decide what to build, buy or partner on, so AI shows up as customer value, not a feature list.
Use-Case Ideation
Find the AI use cases buyers will pay for, grounded in their workflows.
Build, Buy or Partner
Decide what to build in-house, license or partner for, and in what order.
Data as the Moat
Turn your regulatory, chemical and product data into an edge competitors can’t copy.
Roadmap & Pricing
Sequence and price AI so it grows ARR, not just demos.
Shipping AI isn’t enough. You have to sell the story.
Buyers have heard every AI claim. The vendors winning now prove value inside their customers’ workflows, and give the whole buying committee a story it can trust.
Positioning & Story
AI value story in buyers’ language · Proof, not hype · Clear competitive differentiation
Buyer Use Cases
Workflows buyers are automating · SDS, RSL, claims and supplier data · Time and cost saved, quantified
Pricing & Packaging
AI tiers and add-ons · Usage vs. seat-based models · Expansion paths at renewal
Sales Enablement
Demos built on customer data · Buying-committee talk tracks · Objections on accuracy and trust
Partnerships
AI and data partnerships · ERP and platform ecosystems · Co-selling motions
Proof & Trust
Accuracy and governance story · Pilots and case studies · Security and compliance answers
How I’m different
Strategy firms write the plan. Sales consultants train the team. I align product, go-to-market and partnerships, and stay to put them into motion.
| Compared on | Strategy firm | Sales / GTM consultancy | Fractional executive | Analyst firm | Sustaina Partners |
|---|---|---|---|---|---|
| Knows your market | Generalist, learns it | Generalist sales method | Depends on the person | From research | 25+ years inside it |
| How your buyers decide | Through interviews | Through your deals | From their past roles | Through surveys | 150+ enterprise clients, across EHS, Sustainability, and Product Stewardship |
| Product, go-to-market and partnerships together | Strategy only | Sales only | Usually one function | Market view only | Designed as one system |
| Who does the work | Partners sell, teams deliver | Trainers and playbooks | The executive | Analysts | Me, directly |
| Best for | Big strategic resets | Sales skills and process | Filling a seat | Market visibility | Aligning the growth model, then putting it into motion |
Knows your market
OthersGeneralists, a sales method, or research from the outside
Sustaina Partners25+ years inside it
How your buyers decide
OthersInterviews, your own deals, past roles or surveys
Sustaina Partners150+ enterprise clients, across EHS, Sustainability, and Product Stewardship
Product, go-to-market and partnerships together
OthersUsually one function at a time
Sustaina PartnersDesigned as one system
Who does the work
OthersTeams, trainers, a single executive or analysts
Sustaina PartnersMe, directly
Best for
OthersStrategic resets, sales skills, filling a seat or market visibility
Sustaina PartnersAligning the growth model, then putting it into motion
Engagements
Six ways to accelerate growth.
Start here: a complimentary intro call on where growth is stalling and why.
Book an intro callGrowth Diagnostic
Most clients start hereWhere product, sales, partnerships and revenue are out of sync, and what to fix first.
3–4 weeksProduct & Data Innovation
New ways to grow demand and ARR from your platform, the data behind it, and AI.
4–6 weeksGo-to-Market Redesign
Positioning, pricing, packaging and sales motion, rebuilt around how enterprises buy.
6–10 weeksPartnership & Ecosystem Strategy
Partners aligned on shared growth: who, how, and what each side gets.
6–8 weeksBoard-Ready Growth Plan
A scale plan your board and investors can back, with corporate development and M&A options.
4–6 weeksEntrepreneur in Residence
A fractional senior operator in your leadership team, accountable for execution.
3–12 monthsEvery engagement is scoped to your stage and goals, and agreed before we start.
What clients say
In their words.
Matt finds, drives, and closes large strategic deals, builds the appropriate optimal programs for his clients, solves complex problems, brings tangible value… and generates serious revenue growth.
I leveraged Matt’s expertise to design a go-to-market strategy to establish [us] as a leader in sustainability advisory services… I received positive feedback from all that worked with Matt.
Matt significantly accelerated the development of our commercial strategy through his insights and connections with key individuals across the ecosystem of system integrators, software brands and safety distributors.
Request the company overview
A short deck on how I work with software and data companies. I also advise enterprise buyers; vendor work is kept separate. How I handle independence.
Growth, put into motion
If the ambition isn’t the problem but the growth model is, let’s talk.
Bring the growth problem you’re facing. We’ll start with what’s actually constraining it.