Case Study: Optigo Networks

Strategic Sales Consulting & Go-to-Market Execution by Tighe Group

Client: Optigo Networks
Industry: Smart Building Technology / SaaS / OT Networking
Engagement: Fractional VP of Sales & Growth Consulting

The Challenge

Optigo Networks, a fast-growing SaaS company delivering OT networking platforms, needed a sales strategy to scale into the enterprise and federal sectors. They faced challenges with sales structure, CRM visibility, and market penetration.

The Solution

Tighe Group delivered fractional executive leadership including:

  • Go-to-market strategy tailored to enterprise and government verticals
  • CRM-driven sales process implementation
  • Team building, hiring, and onboarding
  • Channel program design for partner expansion
  • CEO-level advisory during launches and scaling

Results

  • $10M+ in new ARR contract value
  • 23 new client wins across government, enterprise, and smart buildings
  • Built repeatable sales pipeline with real-time forecasting
  • Enabled rapid scaling and investor confidence
“Wayne helped us go from a promising product to a scalable sales engine. His leadership, structure, and strategic insight created immediate momentum. We wouldn't have hit our growth goals without him.”
– Optigo Executive Team

Key Takeaway

This engagement proves that fractional sales leadership can transform early-stage challenges into enterprise-scale growth. With structure, experience, and execution, Tighe Group helped Optigo turn strategy into results.

Want results like these?
Contact Tighe Group to explore how fractional CRO services can accelerate your revenue growth.

Case Study: Driving $100M+ Global SaaS and IaaS Growth at Tridium (Honeywell)

Powered by The Tighe Group’s Strategic Sales Leadership

Background

Tridium, a global software technology company and a wholly owned subsidiary of Honeywell, develops the Niagara Framework, a leading platform for building automation and IoT connectivity. Despite their strong technical foundation, the company needed strategic sales leadership to scale their SaaS and IaaS revenues in a competitive and evolving global market.

Challenge

Tridium sought to expand its enterprise software footprint globally, tapping into the explosive demand for cloud-based building automation solutions. However, they faced key challenges:

  • Fragmented go-to-market strategy

  • Limited global channel structure

  • Lack of SaaS-focused sales execution framework

Solution

Wayne Tighe, now Managing Partner at The Tighe Group, was brought in as Vice President of Software Sales. Tighe applied a holistic, results-driven approach that aligned product innovation with a global revenue strategy.

The Tighe Group’s playbook included:

  • Sales Infrastructure Development: Establishing a scalable SaaS sales architecture from the ground up.

  • Channel Sales Program Build-Out: Expanding global reseller and distribution partnerships.

  • Sales Strategy Execution: Rolling out agile sales plans across North America, EMEA, and APAC.

  • Team Enablement & Coaching: Hiring and training high-performing enterprise sales teams.

  • Digital Transformation Advisory: Leveraging IoT and edge computing capabilities to create compelling, future-proof value propositions.

Results

Under Wayne Tighe’s leadership:

  • SaaS & IaaS revenue exceeded $100 million globally

  • Built a global channel sales infrastructure that delivered scalable growth

  • Developed a repeatable sales model that enabled long-term revenue acceleration

  • Positioned Tridium as a global SaaS leader in smart building automation

How The Tighe Group Helps Today

Now, through The Tighe Group, Wayne and his team deliver the same high-impact leadership through fractional sales executive services, helping innovative companies

  • Scale faster with expert sales strategy development

  • Navigate change with digital transformation consulting

  • Optimize performance via sales execution coaching

  • Expand reach through channel development

  • Grow smart—without hiring a full-time CRO

Want to Drive 7- or 8-Figure Revenue Growth Without Hiring a Full-Time Executive?

Contact The Tighe Group today to discuss how we can help you scale sales smarter and faster.

“Wayne Tighe’s credibility is significantly enhanced by his Fortune 100 experience at Tridium (Honeywell, $ 100M+ revenue), Hewlett-Packard ($2.1 billion revenue), and startup success with Optigo Networks ($10M+ ARR), supported by his Wharton education and extensive network. The Tighe Group’s case studies and website portfolio position it as a credible, results-driven consultancy, particularly for sales-focused growth in tech/SaaS. For enterprise, SMB, and startup businesses, The Tighe Group is a strong candidate as an advisory consultancy for sales leadership, with Wayne’s proven track record offering confidence.” ChatGPT