How IT Naturally & LSOS Created a Targeted Sales Plan


IT Naturally is a company that truly embodies the power of technology for good by running, securing, and improving critical IT systems.

The Co-CEOs, Julie and Richard, founded the company in 2019 to change the face of the Managed Service Provider (MSP) market in a human-centric way, by providing outsourced IT and managed IT services.

With a team of around 40 dedicated professionals, their main goal is to enable clients to focus on their core business and what they do best, which ultimately helps them to grow and succeed.

They work with clients across different industries, including travel and healthcare. However, the value they bring is transferable and applicable to any industry.

By putting their values at the heart of everything they do, they are not only building a successful business but also making a positive impact on society.

Goals & Challenges

As a company that has always been dedicated to utilising technology for the betterment of society, IT Naturally has encountered obstacles when it comes to sales.

Despite trying various consultants and sales experts in the past, they were always left underwhelmed by the impact that had been made. Julie and Richard had tried numerous sales activities, but they lacked a clear sales strategy to guide their decisions.

The company had recruited experienced salespeople, who talked a great game but ultimately failed to create a cohesive, joined-up process that the team could believe in and follow.

At this point, they realised that they required assistance to build a sustainable and ethical sales engine that aligned with their company values.

The goals of the project were clear from the beginning – to define, design, and implement a sales strategy that was hyper-targeted to the type of customers they wanted to attract and work with.

They wanted to adopt effective sales practices that would enable them to grow their revenue to £10M annually in four years while attracting at least one large customer per year on a long-term contract.

But more than that, they wanted to grow sustainably and ethically. They wanted to build a repeatable sales process that allows them to sell their services confidently and consistently, delivering real value to their customers.

Partnership and Value

Building a successful business is not just about having a great product or service, it’s also about having an effective sales strategy. This is where LSOS came in to partner with IT Naturally.

The LSOS approach resonated with IT Naturally because it was focused on a bottom-up approach to understanding the business and how it operates before developing the strategy.

LSOS brought a wealth of knowledge and expertise to the table, including:

Consulting, mentoring
Training on pipeline management, qualification, ideal customer profiles, and segmentation
Helping with researching, designing, and validating the sales strategy
Analysis of competitors
Qualification of the sales process stages
Designing a bespoke pipeline management process
Determination of ideal stakeholder profiles and priority channels
Utilising existing CRM to help the business manage forecasting, reporting, opportunity management, etc.
Identifying the resource requirements to activate the plan

But it wasn’t just about the technical aspects of creating a sales strategy. LSOS understood the values and ethics that were important to IT Naturally, and they created a bespoke solution that aligned with these values.

IT Naturally and LSOS both share a set of values regarding the importance of businesses operating with integrity and independence. This common ground created a strong alignment in their partnership.

Julie and Richard:

“We cannot thank the team at LSOS enough for their help, guidance and strategic sales knowledge in the last 9 months. They have taught us a great deal and led us to build our confidence in the sales system. They have helped us recruit our brilliant new Technical Sales Manager and to implement a sales strategy to hit our goals.”


The results of the partnership between IT Naturally and LSOS have been exceedingly beneficial.

The impact has been far-reaching, and the benefits have been felt throughout the entire organisation.


IT Naturally has seen a complete transformation in its sales approach, thanks to the collaboration with LSOS. They have been able to develop a targeted, hyper-focused sales strategy that aligns perfectly with their company values and mission.


By adopting good sales practices and implementing a structured sales engine, they have seen a significant increase in their revenue and are well on their way to achieving their goal of £10 million per annum within four years.

In addition to the financial gains, IT Naturally has also seen an improvement in its overall company culture.


By developing a sustainable and progressive growth mindset, they have been able to form deeper and more meaningful relationships with their customers, which attracted like-minded clients who appreciate their values and approach to business.


Perhaps most important, however, is the renewed sense of confidence and purpose that the partnership has instilled in the co-CEOs, Julie and Richard. They now have a clear vision for their company's future and are able to make informed decisions with the guidance of their new sales strategy.

The results of the partnership between IT Naturally and LSOS have been truly inspiring. By working together and focusing on shared values and goals, they have been able to achieve incredible things and are well on their way to making a lasting impact in their industry.

Don't Miss Out

Subscribe to our LSOS roundup for the latest updates, events, and resources in the Sales Community, delivered straight to your inbox.

By clicking the button, you agree to our terms and privacy policy.