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Scaling a Global Partner Network Into £300m of Revenue

Global Telecoms Operator, International B2B Division, prior to founding K. Harbour & Co.

The situation

A global telecoms operator's international arm needed to grow its B2B partner ecosystem and prove the commercial impact of doing so — without a reliable system for tracking partner performance or campaign ROI across regions.

What I did

Led integrated marketing and partner strategy, onboarding new ICT partners across global markets. Built CRM and digital platforms from scratch to track partner and campaign performance, and created dashboards giving leadership real-time visibility into what was working and what wasn't. Collaborated with global teams and vendors to deliver joint initiatives, including roaming and ecological partnership programmes.

130+ICT partners onboarded
23%Year-on-year revenue growth
30+Subsidiaries covered globally

The result

130+ ICT partners onboarded, contributing £300m in partner-driven revenue with 23% year-on-year growth. The CRM and dashboard systems built during this period gave leadership, for the first time, a single, reliable view of partner performance across regions — work that was later presented directly to CEO-level executives across more than 30 global subsidiaries.

A note on this case study: this role and its results predate K. Harbour & Co. Company and client names have been omitted by choice, out of respect for former colleagues and employers who haven't been asked to be part of K. Harbour & Co.'s marketing.

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