Fractional Transformation and Scaling Expert
Operational Value Creation
Experienced CIO and COO

Vijay
Shah

Scaling B2B SaaS FinTech & RegTech businesses
at their critical inflection points.

At the scaling inflection, the operating model that got you here will not get you to where you need to be. I build the operating infrastructure, technology platforms and revenue capability that turn investment potential into sustained, compounding growth.

A
30+ years
across Tier-1 global financial institutions
Scaling inflection to growth ceiling
CIO and COO-level delivery inside a live investment-backed growth business
£100M+
technology & transformation investment directed
£1.1B
annual revenue protected through regulatory transformation
250+
global cross-functional staff led
20%
annual operational cost savings delivered

About

Operational clarity,
accelerated.

I work with B2B SaaS FinTech and RegTech businesses at the two moments that define a growth trajectory — the scaling inflection, when the operating model must be built for scale, and the growth ceiling, when infrastructure starts to limit ambition.

Three decades across Tier 1 financial institutions — including two CIO roles — give me the depth to operate at enterprise scale. I have sat on both sides of the table: as a large-scale buyer of enterprise software and services, and more recently as a seller building the capability to win and retain those same clients. That combination, and COO-level delivery inside a live investment-backed scaling business, is what the Operational Value Framework is built on.

I professionalised a PS business and closed its first seven-figure engagement — and restructured the commercial model to make it repeatable. I work with founders, boards and investors as an operator accountable for delivery, not a consultant who hands over a report.

Napier AI  PE-backed
2 years
COO, Europe
Reduced Tier-1 client time-to-value from 12+ months to 4 months. Transformed professional services function into double-digit profitability. Created new premium revenue lines and closed the firm’s first seven-figure PS contract with a Tier 1 global bank.
Luxoft  DXC Subsidiary
2 years
Global Technology Lead, CLM Solutions
Lloyds Banking Group
11 years
CIO, Technology Strategy & Delivery Lead
Barclays Capital
1 year
Global Head of Sales Ecommerce Technology
Merrill Lynch
12 years
Director, Global Business Technology
Goldman Sachs
2 years
Software Engineer
Imperial College London
BSc (Eng) Computing Science
Top-10 globally ranked for Engineering & Computer Science

What I do

Where I add
proven value.

My deepest experience sits at the two moments where operational failure is most costly — the scaling inflection, when the operating model must be built for what comes next, and the growth ceiling, when infrastructure starts to compress margin and limit ambition. The foundations I build at both stages protect the investment thesis and accelerate the path to value.

Scaling Inflection
The operating model needs to be built for scale. Founder-led agility must become enterprise-grade capability — fast.
01
Operating Model Design & Stabilisation
Rapid diagnosis of what is broken or missing, followed by a structured implementation roadmap. The Operational Value Plan is in your hands in 20 working days. The 100-day horizon is what it covers. I architect the functional lines, processes and governance structures that turn a founder-led operation into an enterprise-ready business — without losing the agility that made it grow.
02
Technology & Data Transformation
Translating technical debt and platform fragmentation into a coherent, scalable infrastructure. With a CIO background spanning £90M+ investment programmes, I bring both the strategic vision and the operational rigour to deliver technology transformation tied directly to EBITDA improvement.
Growth Ceiling
Infrastructure has become a ceiling on growth. The business needs to scale its client base, its platform and its team without breaking what works.
03
Enterprise GTM & Client Lifecycle
Building the operational infrastructure to win, implement and retain Tier-1 financial institution clients. From professional services professionalisation to client lifecycle re-engineering, I reduce friction, accelerate time-to-value and convert implementations into predictable, long-term ARR.
04
Regulatory & Compliance Architecture
Deep expertise in AML, KYC, CLM and financial markets regulation (MiFID II, MAD/MAR). I have protected £1.1B in revenue through major regulatory transitions and built the data infrastructure required to satisfy the most demanding institutional compliance requirements.
The operational foundations built at the scaling inflection and the growth ceiling — the clean processes, the scalable platforms, the professional teams — are precisely what makes a business credible when it matters most.
That is where I focus. And that is what builds lasting value.

Who this is for

Is this you?

01
You’ve just taken on institutional backing.
The business has product-market fit and an investor with a mandate — but no enterprise operating model. The 100-day clock is running and the infrastructure isn’t ready for what comes next.
The outcome: an operating model that protects the investment thesis from day one and compounds from there.
02
You’re 18 months in.
ARR is growing but delivery, retention and margin are not keeping pace. The operating model that got you here is now the ceiling on where you need to go.
The outcome: margin stops compressing, delivery stops bleeding, and the growth thesis becomes credible again.
03
You need CIO and COO-level rigour without a full-time hire.
Typically between £2m and £50m ARR. Investment backed. FinTech or RegTech. You need an operator who has lived this exact situation — and can move from day one.
The outcome: the operational clarity and infrastructure that make the next stage of growth, and everything that follows, viable.

How it works

Typical
engagement.

Proprietary Methodology

The Operational
Value Framework

A structured diagnostic and implementation methodology — built for Professional Services and Customer Success functions within investment backed B2B SaaS businesses where rapid scaling is suppressing revenue, eroding margin, or creating commercial risk. Six assessment standards. A board-ready plan in 20 working days. The operating foundation that turns investment potential into compounding value.

Our edge
Board-ready Operational Value Plan in 20 working days. Operational gaps identified, commercial consequences quantified, and a prioritised roadmap delivered by an operator who has built this from the inside of a PE-backed business, not from a consulting deck.
1
Phase One
Discovery
10 days
Structured data collection across all six assessment standards. Stakeholder interviews. P&L and pipeline review. Systems and process walk-throughs. Evidence-first — no premature conclusions.
  • Services P&L and revenue leakage analysis
  • Client health, NPS and renewal data
  • Pipeline, backlog and delivery capacity
  • Systems landscape and data overview
Accelerated
2
Phase Two
Diagnosis
5 days
The six-standard scorecard completed. Value creation opportunity quantified. Root causes identified. Commercial consequences expressed in terms the board and investment firm can act on. Board-ready diagnostic in hand.
  • Scored capability assessment — all six standards
  • Value creation opportunity quantified by commercial impact
  • Root cause analysis: structural vs. execution
  • Board-ready diagnostic presentation
3
Phase Three
Direction
5 days
The Operational Value Plan. Prioritised initiatives sequenced by commercial impact. Stakeholder and board alignment. 12-month roadmap with owned milestones and revenue and profitability impact per initiative. The first 100 days of implementation are sequenced and ready to execute.
  • Operational Value Plan — 12-month roadmap
  • Quick wins identified — implementable before the Operational Value Plan completes
  • Structural interventions with investment case
  • Stakeholder & investment firm alignment sessions

Six assessment standards

S1
Revenue & Pricing
Is the business capturing the full commercial value of what it delivers — or leaving revenue on the table through inconsistent pricing, absorbed scope, and unmonetised services?
S2
Commercial Controls
Does the business have the contractual and governance discipline to protect its margin at the point of commitment — before delivery begins?
S3
Delivery Execution
Does delivery quality scale reliably — or does it depend on who is assigned?
S4
Client Success
Is the business structurally built to earn the renewal — or does it discover retention risk too late?
S5
Product–Services Alignment
Are commitments made in sales and product realistic for delivery — or is PS inheriting scope it had no input into?
S6
Operational Infrastructure
If this business doubled in 18 months, what breaks first?

Three ways to deploy the framework

The Operational Value Framework is available as a standalone service, and as an integrated part of a broader transformation engagement. Pricing is established through a free initial consultation.

Diagnostic
Rapid, independent assessment for boards, investors, or CEOs who need an objective view before committing to a transformation programme.
  • Full six-standard diagnostic scorecard
  • Value creation opportunity analysis
  • Board-ready diagnostic presentation
  • Prioritised action summary
  • Free initial consultation
Recommended
Diagnostic + Direction
The complete Operational Value Framework: diagnosis, Operational Value Plan, and alignment with stakeholders and the board or investment firm.
  • Everything in Diagnostic
  • Operational Value Plan — 12-month roadmap
  • Quick wins identification and costing
  • Investment case per initiative
  • Board and investment firm alignment session
  • KPI dashboard and operating rhythm defined
Embedded CIO & COO
Hands-on transformation engagement, with the Operational Value Framework embedded as the operating methodology from Day 1.
  • Everything in Diagnostic + Direction
  • Ongoing transformation delivery
  • Operating model implementation & change management
  • Direct accountability for revenue and profitability outcomes
  • Partner network deployed where required

Partner Network

Specialist expertise,
on demand.

Through Accelogy, I work with a select group of independent specialists whose expertise directly addresses the operational and commercial challenges FinTech and RegTech businesses face. These are trusted practitioners I have worked alongside and will refer or deploy where the engagement requires it.

Regulatory & Compliance Architecture
Independent specialists in AML, KYC, CLM and broader financial markets regulation. Available to support both diagnostic and implementation phases where deep regulatory domain expertise is required alongside operational change.
Commercial & Revenue Operations
Fractional CRO and revenue operations specialists who work alongside the COO to align sales, delivery and customer success into a coherent commercial engine — essential at both the scaling inflection and the growth ceiling.
Technology & Data Architecture
Independent technology and data architects who can move at pace alongside an operating model redesign — from systems rationalisation and integration strategy to data infrastructure and BI capability.
People & Organisational Design
HR and organisational design specialists who support the people dimension of operating model transformation — from capability assessment and talent planning to team structure redesign and change management.
"I will always tell you honestly what Accelogy can cover directly, and when a specialist partner will deliver better outcomes. The referral is based on quality and fit — not commercial arrangement."
Vijay Shah  ·  Accelogy Ltd

Ready to talk about
your next inflection point?

Whether you are an investment firm, a B2B SaaS company, or an exec search firm with a mandate — I welcome a direct conversation.
The first call is always confidential and without commitment.

vijay@accelogy.co.uk +44 7932 543 600 linkedin.com/in/vijshah