Value-Led Operator
I'm Patrick Pando. I transform software companies for the AI era and accelerate the P&L while doing it.
Client-server to internet. On-premise to SaaS. Now software to AI. Most executives have lived through one of these. I have run a P&L through all three, and the playbook is the same each time: find what the shift makes obsolete, delete it, and sell what the customer now buys.
Web Summit
AVEVA Ignite
Core42, Open Finance
cMatterMandates
The job is the same in each: convert a sales-led software company into a value-led one, and improve the P&L for it. Delete before you transform.
I tell you what to delete before we spend on AI, then run the conversion: pricing, commercial motion, operating model, margin.
You keep the product. I rebuild the commercial machine around the outcome your customers pay for, and own the number.
The pricing conversion path, the operating plan and the order of operations, from someone who has done it with a P&L, not from a slide.
Revenue under pressure. AI changing the game. Customers unsure what to buy. If this is high on your board's agenda, we should talk. Europe, the Gulf, or global.
Manifesto
Most software companies are not software companies. They are sales organisations with a product attached, built around a unit the customer no longer wants to buy. An agent now does the work a seat used to do. The seat is dead, and with it the sales-led company.
What comes next is the value-led company: outcomes priced, operations engineered, AI as the layer that acts inside the customer's process. It will be run like an industrial business, by operators who know which parts of the old model to delete. Most of it, as it turns out.
Read the manifesto →
Third parties, in their words, not mine.
Patrick Pando is a general manager and commercial executive who has built and run software businesses through three platform shifts: client-server, cloud and SaaS, and AI. Full P&L across engineering, sales, services, support and customer success.
He built AVEVA's industrial cloud business from near zero to approximately £81m in annual contract value and 2,000 customers in twelve quarters, Microsoft's Dynamics cloud business to roughly EUR100m across EMEA and Latin America, and SAP's first dedicated SaaS sales organisation in Europe. At Baker Hughes he led the global C3 AI applications business from $6m to $56m in revenue while operating burn fell from $60m to $16m. At Core42 he owned the enterprise P&L, raised operating margin from 8% to 17% in a year, designed the Compass platform's consumption pricing and won the Central Bank of the UAE against the hyperscalers. He is Chief Commercial Officer of cMatter, an agentic operational AI platform for commercial real estate. Earlier he ran regional operations for Epicor and Scala across Central and Eastern Europe, the Middle East and India.
Open to COO and President mandates at PE- and TA-backed software companies. If you're building at scale and need the friction cut fast, let's talk.