We create qualified commercial opportunities with the accounts and decision-makers that matter most, for companies with sophisticated clients and complex buying cycles. Fully managed on your behalf, or built in-house for your team.
We have connected our clients with thousands of companies across dozens of industries
Firms in these markets usually grow on referrals, partner networks and reputation, until growth meets one of three structural barriers. Faced any of these?
The strongest firms in these markets have the expertise, the proof and the economics. What they lack is a controlled route into the rest of their market.
Annual contract value
Small to mid‑ticket
Annual contract value
High five figures, six figures and above
Sales cycle
2–6 weeks
Sales cycle
2–12+ months
Decision-makers
1–2
Decision-makers
3–15+
In practice
Where it breaks
In practice
What it requires
The industry was optimized for velocity and volume. None of that translates to markets where transactions span six or seven figures and run through complex stakeholder groups.
Read our thesis
Marlmont is a revenue advisory firm: demand generation for sophisticated markets. We help our clients decide where to compete, reach the decision-makers who shape their markets and turn that access into sustained growth.
We work as an extension of your leadership team. We own the market intelligence, the approach and the qualification; your team owns discovery, the proposal and the close. There is nothing to build or staff, unless you ask us to build it in-house for you.
See what we doStrategy, capability and execution, brought together in one engagement.
Decides what matters
We set direction with you: the markets and opportunities that matter most, and how to win them.
Built so you do not have to
Developed in-house from the patterns of 1,500+ transactions, and operated for you alongside your operations.
Delivers qualified opportunities
We carry the strategy into the market, through to the qualified conversation with your team.
Nothing for your team to build or staff, unless you ask
Runs alongside your existing channels and referrals
Only qualified opportunities reach your team
One representative mandate, drawn to scale. At each stage about one in four accounts moves forward, and every stage is reported to you.
Market intelligence
1,247accounts assessed
100% of the market assessed
We assess the market against your target profile and identify where demand is forming.
Targeting and market access
342accounts mapped
27.4% of accounts assessed
We map the buying group in each account worth pursuing, and how each decision-maker is approached.
Strategic distribution
87accounts engaged
25.4% of accounts mapped
Your proposition reaches the market through direct approaches, warm introductions and partner channels.
Qualification
23qualified opportunities
26.4% of accounts engaged
Every response is assessed on fit, readiness and next step before it reaches your team.
The figures describe past work. Each bar shows the share carried forward from the stage before.
See how we reportA booked meeting can be missed, and a held meeting proves contact, not fit. We commit to something narrower and more useful: opportunities your team accepts against a written standard you approve.
The usual promise
“We will book you a set number of meetings.”
Calendar volume, with quality left open to argument and no limit on the work spent producing it.
Our commitment
A set number of accepted qualified opportunities.
Each one measured against criteria you approve before launch, with our work capped and paced to what your team can take on.
We agree with you, in writing, what a qualified opportunity is for your business: the accounts, the situations and the decision-makers that count.
Each opportunity reaches your team with the evidence behind it and is assessed against the standard you approved. The criteria never change after the fact.
The engagement completes when the agreed opportunities are accepted or a ceiling on meetings is reached, whichever comes first, at a pace your team can work.
Every accepted opportunity meets five tests
Traditional demand generation was built for velocity and volume. Ours was built for precision, buying groups and cycles measured in months.
1,500+transactions analyzed
Every process follows patterns drawn from more than 1,500 transactions across 40+ industries, applied to your market from the first weeks.
See the infrastructure we build
3checks: fit, readiness, next step
Every response is assessed before it reaches your team, so senior time goes only to serious conversations.
See how we qualify
0changes to how you sell
What we build runs alongside your referrals, networks and internal teams, opening parts of the market they cannot reach.
See how we run alongside your channels
4levers refined every quarter
What each response shows feeds back into segments, messaging, channels and cadence. Each quarter builds on the last.
See how we report and refine
Pacedto what your team can work
Demand your team cannot work is not useful. We agree a pace before launch and hold to it, so every opportunity gets proper follow-up.
See how we work with your team
Guardrailson messaging and compliance
You set the standards and our team enforces them before anything reaches the market, so your reputation is protected.
See our guardrailsDiligence is at no cost, and you get a clear answer on fit, early.
Deal flow was irregular and depended on referrals, with no systematic origination channel. We built a governed intake process, from submission to mandate, term sheet and funding.
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The network relied on referrals and had no repeatable way to reach decision-makers. We built its distribution, account-level targeting and a C-suite messaging framework.
Read the case
It had to reach schools and PTOs within the fall and spring windows. We staged the approach to each decision-maker and built a pipeline within the term.
Read the case
Raising a $5M seed round, it needed investor access beyond its own network. We targeted specialist investor networks and managed the pipeline through to due diligence.
Read the case
Growth depended on referrals, and on when others brought deals forward. We built a repeatable way to reach investors and buy-side groups.
Read the caseEach figure is from one completed mandate and describes work already done.
Revenue that depends on a few relationships is worth less than revenue a business owns. A predictable channel of qualified opportunities moves it from one to the other.
Rented revenue
3–5×
Illustrative EBITDA multiple
Owner-dependent relationships and concentrated accounts.
Owned revenue
6–10×
Illustrative EBITDA multiple
Recurring, diversified revenue that does not depend on any one individual.
A demand channel that runs continuously adds repeatable revenue alongside project-led and referral-led revenue.
Revenue generation that no longer depends on the founder’s or the partners’ personal relationships.
A wider base of clients, so the business depends less on any single account.
Illustrative EBITDA multiples. Valuations vary by company and sector.
Two companies must qualify before an engagement begins: yours, and the accounts you want to win. We screen your economics, your market and your capacity to take on new clients, and if the market cannot deliver, we tell you early, and why.
Established B2B businesses where one new client, contract or transaction carries significant value
Small-ticket or transactional offers, where volume tactics already work
Annual contract value of high five figures, six figures and above, with six-to-seven-figure lifetime value
Markets too small to sustain demand beyond a first round
Sophisticated buyers, with a group of decision-makers behind each purchase
One or two decision-makers who decide within weeks
Sales cycles that run for months, not weeks
A long buying cycle expected to deliver revenue within a quarter
An offer clients already buy, and the capacity to serve more of them
An offer clients have not yet bought
A named owner for each opportunity, from first response to proposal and close
No one to own the response, the proposal or the follow-up
Each has its own buyers, sales cycles and rules. We start from the one you sell into.
Four movements take every engagement from first insight to qualified conversation. Timings vary by mandate.
We agree the ambition, test the mandate for fit and define the counterparties, situations and decision-makers that matter most.
What reaches youA written target profile, and the criteria a qualified opportunity must meet to be accepted.
We build a clear view of where demand is forming in your market, and plan how each decision-maker is best approached.
What reaches youEarlier sight of who is in market, and a plan for reaching each account’s decision-makers.
We take your proposition to market on the standards you set, and assess every response on fit, readiness and next step.
What reaches youQualified opportunities, each with its evidence and an agreed next step such as a meeting.
We concentrate effort where performance is strongest, adjusting segments, messaging, channels and cadence.
What reaches youEvery approach, response and introduction reported, and a sharper mandate each quarter.
If yours is not here, ask it in a first conversation. Nothing is signed at that stage.
Ask our teamQualified commercial opportunities with the accounts and decision-makers that matter most to you, delivered to your team ready for a conversation. We act as a fully managed demand-generation function: market intelligence, targeting, market access, distribution and qualification, operated end to end by our team.
Established B2B businesses where one new client, contract or transaction carries significant value: an annual contract value of high five figures, six figures and above, with six-to-seven-figure lifetime value, sophisticated buyers, long sales cycles and buying decisions shared across a group. We work across eight markets, and wherever that condition holds, the approach applies.
A booked meeting is a calendar entry, and it can be missed. A held meeting proves contact, not commercial fit. An accepted qualified opportunity clears the written standard you approved, after the conversation, and your team accepts it on the evidence. That is the unit we commit to.
Before launch we agree a written standard with you. An accepted opportunity is aware of the problem you solve, able to fund a solution, the right size for you, within what you can serve, and genuinely interested. Each one reaches your team with the evidence behind it, and the criteria never change after the fact.
To a number of accepted qualified opportunities, rather than to activity or meetings booked. Our work is capped: the engagement completes when the agreed opportunities are accepted or a ceiling on meetings is reached, whichever comes first, and the pace matches what your team can take on.
No. What we build runs parallel to your existing channels, referrals and internal teams, and reaches parts of the market they cannot. Your current process continues unchanged.
We own the market intelligence, the targeting, the approach, the qualification and the evidence behind every opportunity. Your team owns the conversation, the follow-up, the proposal and the close. Together we review the results and decide what changes next. There is nothing to build or staff, unless you ask us to build the infrastructure in-house for you.
In an example engagement, the target profile and criteria are agreed in the first two weeks, the intelligence and market-access plan follow in weeks three and four, and qualified opportunities reach your team from the second month. Timings vary by mandate.
We learn about your market, your current demand channels and where you are stuck. Diligence is at no cost, and you get a clear answer on fit: if your market cannot deliver, we tell you early, and why. Where there is alignment, we produce a draft scope for your team to review. Nothing is signed at this stage.
At six-figure ACV, its economics fail before its execution does.
Read the article
The one channel a firm cannot direct does not scale.
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The decision belongs to a whole buying group, never one person.
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When buyers are few enough to name, restraint becomes an advantage.
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At the high-value tier, an internal build is four builds on four clocks.
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Every mandate is assessed on fit, ticket size, complexity and timeline.
Read the articleTell us about your ambitions and the markets you want to win. Where there is alignment, we begin with a working session.
We assess whether your market can deliver before any engagement.
If your market cannot deliver, we tell you early, and why.
Where there is alignment, initial drafts for your team to review.
We schedule a call with you to explore fit.
