The Annual Gathering of Tech Services Founders

Growing revenue in a sub-$10M tech services firm requires a different playbook than what most sales frameworks teach. In this panel, three senior sales and marketing leaders share what’s actually working—covering top-of-funnel strategy, how to shorten the sales cycle, and the mistakes most CXOs are making right now.

Breaking into the US market as an offshore tech services company is a long game that requires the right positioning from day one. You’ll learn how to define your unique value proposition for US buyers, build credibility before you have local references, and develop the differentiation strategy it takes to win your first US contracts.

Cloud partnerships offer far more than credits—they unlock an entire ecosystem of benefits most startups never discover. You’ll learn how to access exclusive technical support, co-sell programs, VC introductions, and marketplace visibility that can accelerate growth and open enterprise doors otherwise out of reach.

Paid advertising can be the fastest path to your first million in revenue—but only if you understand the mechanics behind it. You’ll learn which platforms work for B2B tech services, how to structure campaigns that actually convert, and how to track ROI so every dollar spent builds toward a profitable, repeatable pipeline.

Inbound leads come to founders who consistently demonstrate deep expertise to the right audience. You’ll learn how to showcase your technical skills in public, build a presence that attracts qualified prospects, and convert that inbound interest into paying clients.

Building a global business from Pakistan—through a pandemic and across three continents—takes more than a strong pitch deck. Usman shares the real story behind scaling from zero to million-dollar enterprise contracts, and the resilience lessons around positioning, trust, and focus that every global founder can apply.

Tier-1 quality doesn't require a Tier-1 city. Manish shares how Techment built a thriving IT services company by investing in talent from Tier-2 towns in India, and how that model drives higher loyalty, stronger community impact, and delivery quality that enterprise clients notice.

AI regulation is accelerating fast and the rules vary significantly depending on where your clients operate. You'll get a clear picture of the current landscape—from the EU AI Act to US executive orders and state-level laws—so you understand the compliance implications and can position your business ahead of the requirements that matter most.

Scaling a consulting firm from a solo practice to hundreds of consultants forces you to rethink almost every process you built early on. You'll learn the key operational inflection points—defining service offerings, building a sales motion before hiring, retaining talent through growth phases, and making the shift from operator to strategic leader.

Data is one of the most underused levers in IT services companies. You'll learn how to identify the metrics that actually drive growth, build dashboards that surface actionable insights, and use data-driven decision-making to scale without adding unnecessary headcount or complexity.

Profitability in a services business isn't random—it's governed by three forces that determine your margins regardless of how fast you grow. Marcel breaks down the framework that helps IT services leaders diagnose where profit leaks out, fix the root causes, and build a business that's sustainably and predictably profitable.

Every enterprise wants GenAI, but few can articulate what they actually need—and that's the opening for smart consultants. You'll learn how to structure a GenAI practice, guide clients from vague ambitions to concrete use cases, and navigate the technical, compliance, and cultural hurdles that derail most enterprise AI implementations.

Most companies claim to be using AI, but only a fraction are seeing meaningful business value from it. Tayyab explains the gap between AI adoption and AI impact, and shows how AI agents—deployed strategically rather than experimentally—can drive real productivity gains and unlock new revenue opportunities for tech services firms.

What if an AI engineer could autonomously manage, monitor, and fix your cloud infrastructure? This talk introduces ACE, a GenAI-powered cloud engineer for AWS that learns from previous operations, ensures infrastructure stability, and dramatically reduces the manual toil involved in keeping modern applications running.

Databricks has become the dominant platform at the intersection of data and AI, backed by a $10B Series J and a string of strategic acquisitions. You'll learn what's driving its rise and how forward-looking tech services firms are using Databricks to deliver data and AI solutions for their enterprise clients.

Relying on third-party AI APIs isn't true AI adoption—and for enterprises with scalability, privacy, or cost concerns, the difference matters. You'll learn how to move from API dependency to owning your AI models and data, using a structured implementation framework that can reduce both time-to-market and cost by up to 50%.

Building real products on top of LLMs surfaces challenges that vendor demos never show you. Mannan shares hard-won engineering lessons from building DesignPro.ai (an AI writing tool for designers) and Clara (an LLM-powered smart contract auditor)—covering what worked, what failed, and what the team would do differently today.

Customer support teams spend too much time hunting for answers instead of solving problems. This talk shows how AI knowledge bots can put accurate, context-aware information in front of reps instantly—reducing handle times, improving response quality, and freeing your team to focus on the complex cases that actually need human judgment.

Cloud is now the primary engine of database growth, but migrating and running databases in the cloud comes with real complexity. You'll walk away with practical strategies for moving your RDBMS to the cloud, cutting costs without sacrificing performance, and keeping your data secure in a shared-infrastructure environment.