Guy Plowman

A highly strategic, B2B Commercial Leader and Senior GTM Executive with over 30 years of international experience leading revenue strategy, digital transformation, and high-value partnerships across MedTech, clinical decision-support systems, and professional clinical learning platforms. A "scientific diplomat" (Imperial College BEng) who cleanly bridges the gap between complex software products, strict healthcare compliance frameworks (ABPI, EFPIA, GDPR), and aggressive growth outcomes (ARR/MRR). Proven expert at building high-performing sales and customer success teams, designing robust enablement playbooks, and modernising Salesforce/HubSpot CRM architectures to drive pipeline hygiene and precise predictive forecasting.

A track record of managing substantial P&L portfolios up to £5M+, executing large-scale enterprise agreements with major public health bodies (NHS, Queensland Health), and commercially leading the zero-to-one launch of industry-standard healthcare SaaS applications.

Commercial Board Advisor & Consultant at INDEPENDENT (2026-06 – Present)

Strategic GTM Growth, Market Entry, and Commercial Transformation Consulting for MedTech and Healthcare SaaS

• International Market Access Strategy: Appointed as Board Advisor to an Australian health-tech scale-up to architect their comprehensive UK market entry strategy; engaged executive stakeholders across the NHS, private healthcare, and clinical academia to align value propositions with institutional budgets.
• Small-to-Medium SaaS Scaling & HubSpot: Advised an innovative laboratory decontamination testing provider on commercial processes, deploying and optimising HubSpot to align pipelines with biosafety/laboratory standards and facilitate strategic transition from a small to a medium-sized enterprise.
• AI-Driven GTM Enablement: Designed and deployed a digital adoption program on Google Gemini Enterprise for B2B commercial teams, achieving average productivity gains of 1 day saved per week per person in lead targeting, client profiling and proposal creation.
• Automated Market Intelligence: Programmatically engineered a proprietary web-scraping database to analyse healthcare sector spending and pipeline trends, compressing manual business development research from 2.5 days to under 10 minutes.

Head of Sales at RCN, RCNI DIRECTORATE (2018-06 – 2026-06)

Hired to stabilise, modernise, and scale a £5M healthcare information, digital training, and enterprise software portfolio

• SaaS Product Portfolio Leadership: Commercially led the zero-to-one launch of three cornerstone clinical SaaS platforms, building their sales teams, establishing GTM playbooks, and achieving consistent 20% YoY organic growth: RCNi Learning: A best-practice clinical SaaS learning and compliance platform widely adopted for professional clinical training. RCNi Decision Support Tool: A best-practice point-of-care SaaS solution supporting efficient, accurate clinical nurse decision-making, recording, and care pathways. RCNi Portfolio: A professional portfolio SaaS allowing nurses to track, structure, and align their ongoing CPD (Continuing Professional Development) for regulatory revalidation.
• CRM Architecture Rebuild: Reconstructed the corporate Salesforce CRM from the ground up to automate complex sales pipeline tracking and reporting, reducing executive board forecasting cycles from a full day to 30 minutes.
• Pharma & MedTech Partnerships: Conceived and launched a high-margin strategic advisory partnership program, synchronising delivery with internal clinical and medical affairs experts to generate £500,000 in incremental revenue within its first six months.
• Customer Success Framework: Restructured the commercial organisation to incorporate a proactive 'Customer Engagement Manager' structure, successfully eliminating onboarding friction, optimising Net Revenue Retention (NRR), and increasing corporate renewals from 60% to 90%.
• Regulatory & Compliance Leadership: Maintained absolute compliance with ABPI and EFPIA frameworks for all partner engagements, establishing third-party verification protocols for clinical training events to ensure 100% regulatory adherence.

Managing Director (Founder) at STRATA SALES CONSULTING (2007 – 2018)

Boutique commercial advisory consultancy specialising in revenue optimisation and product validation for MedTech and Publishing

• Product Validation & Launch Consulting: Constructed high-ROI commercial business cases and executed market validation for new software and service launches on behalf of tier-one global healthcare and academic entities (e.g., Elsevier, PLOS).
• Sales Playbook Design: Advised and restructured commercial sales playbooks for high-growth SaaS firms, implementing modern data-led sales structures and coaching entry-level hires into high-performing Team Leaders.
• Relationship Management: Cultivated and maintained trusted, long-term advisory relationships with clinical research directors, corporate stakeholders, and university executives globally.

VP Sales & Marketing / Director of BD at PUBLISHING TECHNOLOGY (Previously Ingenta) (2003 – 2007)

Led commercial operations, sales pipelines, and marketing divisions for global SaaS solutions and services

• SaaS Product Scaling: Directed the repositioning of a global, commercial enterprise software solution, successfully executing master service agreements (MSAs) and statement of work (SOW) negotiations.
• Commercial Proposition Innovation: Influenced the executive board on the commercial viability of a dynamic subscription and paid content product, which served as the pivotal strategic driver for the company's high-value merger with Vista.

Bachelor of Engineering (BEng) in Materials Science & Engineering – Imperial College London

Certified Data Analyst – London School of Economics (LSE)