Business Project
Hive 1
Hive One is an AI-powered SaaS platform for the HoReCa sector, enabling small restaurants and cafés to unify delivery, booking, and in-house POS systems into a single, intelligent control panel. It reduces operational complexity and improves sales performance by automating workflows, syncing systems, and forecasting inventory in real-time.
B2B - SaaS
Sales Architect
01
Details
Building Sales Strategy for £10,000 Revenue
I led the development of a sales strategy for Hive One, a hospitality SaaS startup targeting small HoReCa businesses. The focus was to design a cost-efficient, founder-led go-to-market plan to secure the first £10,000 in sales through direct outreach, partner networks, and referral systems—combining AIDA, SPIN, and JTBD frameworks to convert early adopters.
My Role & Responsibility
I developed the end-to-end sales playbook—from pricing strategy, channel mix, and outreach scripts to referral models and demo sequencing. I applied the JTBD framework, created Ideal Customer Profiles (ICP), ran low-cost founder-led outreach, and structured a 3-month revenue sprint using AARRR funnel metrics. I also led the creation of sales collaterals, onboarding assets, and customer referral infrastructure.
Primary Stakeholders
Tools
TIMELINE
Apr - May 2025
SECTOR
Horeca
TARGET AUDIENCE
Small urban restaurants | Cafés
CURRENT STAGE
Go-to-Market Strategy Finalized
FUTURE
Build MVP
02
Objective & Insights
Craft a lean, founder-led sales strategy for the first £10,000 in revenue
Engage early adopters via personalized outreach, tailored demos, and AI-supported value messaging
Build multi-channel traction through direct sales, affiliate resellers, and customer referrals
Problem Hypothesis
Small HoReCa businesses suffer from fragmented tech systems, wasting time and losing revenue through unintegrated booking, POS, and delivery platforms. They lack affordable, easy-to-implement solutions tailored to their operational realities.
03
Solution
Designed a tiered subscription model with modular pricing and usage-based add-ons
Executed a 3-month outreach strategy using SPIN and AIDA principles to convert early leads
Created sales enablement tools including a demo landing page, referral system, and onboarding checklist
Business Value
The Hive One sales strategy creates a replicable, low-CAC revenue engine for early-stage SaaS startups. It leverages trust-building, founder-led selling, and scalable referral partnerships to establish recurring revenue and product-market fit in the high-churn restaurant tech sector.
04
Impact & Limitation
Full sales collateral suite completed within 30 days
25 Ideal Customer Profiles (ICPs) identified and yet to be contacted for demo scheduling
MRR forecast of £1,200–2,500 within 3 months, targeting £10,000 cumulative revenue
Further Action
Initial traction depends on founder capacity and lean outreach. Next steps include expanding sales through strategic partnerships, automating onboarding via a virtual assistant or AI bot, and scaling into Tier 2 restaurant chains. A post-launch roadmap includes launching affiliate programs, converting demo videos to paid ads, and A/B testing upsell packages.
