Define Data

What Define Data does

Define Data is a founder-led B2B consulting practice that designs and implements the go-to-market operating system behind revenue for scaling companies. The firm does not sell software products; instead, it delivers professional services structured around three engagement tiers: a fixed-fee GTM Systems Audit (diagnostic with a 30/60/90-day roadmap), a 30–90-day GTM Operating System Build (CRM architecture, lifecycle, reporting, automation implementation), and an ongoing Fractional GTM & Data Lead retainer providing senior RevOps, data and automation leadership. Its methodology spans CRM architecture redesign, pipeline governance, board-ready reporting, workflow automation, and AI-ready data foundations, with platform-agnostic implementation expertise across Salesforce, HubSpot, Power BI, Snowflake, BigQuery, dbt, and roughly thirty other GTM, BI and data-pipeline tools. Free diagnostic assessments (GTM Systems Readiness Check and Data Readiness Checklist) and a gated B2B Founders' GTM Systems Playbook serve as top-of-funnel lead magnets, with calendar booking for a free 30-minute GTM Systems Review as the qualification step before paid scoping.

The business is operated as a solo founder-led practice by David Kernan, a former Head of Data, Analytics and Business Systems with prior leadership across a Series C fintech, a €50M banking initiative, a €500M-revenue e-commerce business operating in 14 markets, and most recently a funded AI startup where he led Data & AI, Product and Engineering with a 15-person team. The firm carries six vendor and privacy certifications (Salesforce Administrator, Salesforce Data Architect, HubSpot, Power BI, AWS AI Practitioner, CIPP/E) and is governed by Irish law with operating bases in Ireland and Portugal, delivering engagements remotely with on-site availability across Europe. Target buyers are founders, CEOs, COOs and revenue leaders at scaling B2B companies experiencing CRM drift, untrusted reporting, or AI-readiness gaps; acquisition is sales-led via organic content, diagnostics, and the founder's professional network, with no disclosed external funding, partnerships, or reseller channels.

Name

Define Data

Legal name

Define Data

Website

https://definedata.io

Company type

Private

Founded year

2025

Operating status

Operating

Headcount range

1–10 employees

Short description

Define Data is a founder-led consulting practice that designs and implements GTM operating systems — CRM architecture, trusted reporting, automation, and AI-ready data — for scaling B2B companies across Europe.

Ownership category

akta.pro rank

Product category

Revenue Operations Consulting

NAICS

Computer Systems Design and Related Services (5415), Computer Systems Design and Related Services (54151)

SIC

Services-Computer Programming, Data Processing, Etc. (7370), Services-Management Services (8741)

akta.pro industry

PRIMARYBPAEAGAD

CRM Managed Services & Support

Business & Public Services/IT & Digital Services (Managed Services, Systems Integration)/Enterprise Applications Services (ERP/CRM/HRIS)

SECONDARYBPAEAGAJ

Enterprise Application Data Migration & Master Data Management Services

Business & Public Services/IT & Digital Services (Managed Services, Systems Integration)/Enterprise Applications Services (ERP/CRM/HRIS)

SECONDARYHDAEADAB

Data Governance Platforms (Policies, Stewardship, Workflows)

Hardware, Technology & Telecom/Enterprise Platforms & Databases/Master Data Management (MDM) & Data Governance Platforms

Keywords

• Revenue operations consulting
• GTM systems implementation
• CRM architecture services
• Fractional RevOps leadership
• AI-ready data foundations

GTM type

B2B

Offering type

Services

Cost components

Personnel, Marketing or Sales, Operations, Technology or R&D

Revenue model

1. GTM Systems Audit: Focused diagnostic engagement examining CRM, reporting, workflows, automation and AI-readiness. Delivered with a 30/60/90-day roadmap. Priced as a fixed project fee scoped to team size and systems complexity.
2. GTM Operating System Build: 30-90 day implementation engagement redesigning and implementing CRM architecture, reporting and automation as a trusted source of truth. Scoped to the build with scope and sequence agreed before implementation.
3. Fractional GTM & Data Lead: Ongoing monthly retainer engagement providing senior RevOps, data and automation leadership on a weekly cadence. Commitment scales down as client systems stabilise and permanent hires are made.

Pricing tiers

Go-to-market motion1 record

Distribution channels2 records

Marketing channels5 records

Core offering

Define Data is a GTM operating system consultancy that designs and implements the revenue-operations layer for scaling B2B companies. It delivers CRM architecture redesign, lifecycle and funnel design, pipeline governance, board-ready reporting, data quality controls, workflow automation, and AI-ready data foundations across platforms such as Salesforce, HubSpot, Power BI, Snowflake, BigQuery, and dbt. Engagements are structured as a fixed-fee GTM Systems Audit, a 30–90 day GTM Operating System Build, and a Fractional GTM & Data Lead retainer, with two proprietary five-minute scored diagnostics (GTM Systems Readiness Check and Data Readiness Checklist) used as free lead-generation tools.

Product overview

Define Data is a GTM operating system consulting firm, not a software product company. The core offering is professional services delivered by founder David Kernan — a former Head of Data, Analytics and Business Systems — structured into three engagement types: the GTM Systems Audit (diagnostic), the GTM Operating System Build (implementation), and the Fractional GTM & Data Lead (ongoing leadership). Free entry-point diagnostics — the GTM Systems Readiness Check and Data Readiness Checklist — provide scored self-assessments. The B2B Founders' GTM Systems Playbook is a downloadable content resource. The portfolio is unified by a single methodology: diagnosing operational drag in CRM, reporting, and automation, then building or leading the systems that give scaling companies a trusted source of truth for revenue.

Differentiator

Problem solved

Functional benefit

Products and services

• GTM Systems Audit
• GTM Operating System Build
• Fractional GTM & Data Lead

Quantifiable outcome

• Improved pipeline data quality by 80% at Series C fintech
• +2 more outcomes

Named customers4 records

Segments4 records

Ideal customer profiles2 records

Technology focussed No

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

Integration38 records

AI capability8 records

Feature2 records

Scale indicators7 records

Recent moves5 records

Expansion highlights6 records

Direct peers

• Kalungi: Boutique GTM and RevOps consultancy serving B2B SaaS companies with fractional leadership and operating-system builds. Closely comparable to Define Data in service offering, buyer persona, and fractional-lead delivery model.
• Atrium: Salesforce-focused RevOps consultancy offering fractional CRO/RevOps leadership and CRM implementations. Closely matches Define Data's Audit-Build-Fractional engagement structure and Salesforce specialism.
• Sapper Consulting: Salesforce consultancy specializing in CRM implementations, data architecture, and reporting for scaling businesses. Direct overlap with Define Data on Salesforce architecture, data quality and AI-readiness work.
• LeadMD: RevOps consultancy focused on marketing operations, CRM architecture and lifecycle design for scaling B2B companies. Overlaps with Define Data on CRM architecture, pipeline governance, and MarTech/RevOps engagements.
• SmartBug Media: HubSpot Elite partner and full-funnel RevOps consultancy serving mid-market and enterprise clients. Competes with Define Data on HubSpot-led CRM builds, lifecycle design, and revenue reporting.
• Lean Labs: Growth strategy and GTM consultancy for B2B SaaS, providing positioning, lifecycle and revenue architecture work. Comparable in customer segment (scaling SaaS) and in GTM operating-system framing.

Broad incumbents

• Gong: Revenue intelligence platform capturing sales conversations and deal data. Adjacent competitor — sells a software layer that increasingly automates parts of the pipeline governance and reporting work Define Data delivers.
• Slalom: Global consulting firm with a sizeable Salesforce, data and AI practice. Competes for the same enterprise CRM and data transformation mandates but at much larger scale and with broader service lines.
• Clari: Revenue platform providing pipeline governance, forecasting and analytics. Adjacent rather than direct — competes for the same RevOps budget but as software, pushing against Define Data's services-led positioning.

Regional players

• BrightGen: UK-based Salesforce consultancy delivering CRM implementations and managed services to European enterprises. Closest geographic peer to Define Data, with comparable Salesforce-led CRM architecture offering.

Market position

Strengths5 records

Weaknesses5 records

Competitive moat4 records

Key risks6 records

Key highlights6 records

Customer concentration

• LinkedInlinkedin.com/in/davekernan

Compliance6 records

Revenue estimate

Valuation estimate

Number of profiles

Profiles1 record

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about Define Data