Periphas helps organisations identify opportunities for meaningful improvement, build evidence-based cases for action and facilitate informed executive conversations between parties that can benefit from working together.
supported
served
The Problem We Solve
Sellers' Senior Executives
"We struggle to identify and reach organisations where our solution can create measurable value."
Buyers' Senior Executives
"We struggle to identify which external opportunities and conversations are genuinely worth our attention."
What Makes Us Different
We do not merely identify organisations. We evaluate them.
We don't request time, we recommend where time may be well spent. Our analysts, advisors and communications team apply their senior commercial, technology, transformation and strategy experience in the recommendation.
Every recommendation is supported by structured research, proprietary tools and experienced analyst judgement. Technology gives us breadth; human validation gives the work credibility.
Mutual value is non-negotiable. We only recommend engagement where there is evidence of cultural readiness, strategic relevance and the capacity to act. We only make an introduction where we see value.
Our Approach
Every Periphas introduction begins with an independent, researched perspective on an issue that matters to the organisation being approached. Not a product pitch. Not a request for time without context. A short, polished case for why a conversation may be valuable.
We research the organisation, identify where its agenda and relevant external capabilities genuinely converge, build the evidence, prepare both parties and only then facilitate a senior conversation focused on outcomes rather than products.
An integrated four-step practice
Identify where change
is likely to create value
Contextual Account Targeting
Create informed
executive dialogue
Strategic Engagement and Executive Access
Build a case
worth discussing
Value-Based Content and Cases for Change
Turn introductions into
productive discussions
Executive Preparation and Coaching
Ready to talk?
We work with a limited number of clients at any one time. Tell us about your programme.
Our Services. Four integrated steps. One coherent approach.
Contextual Account Targeting
How do you maximize your sales team productivity? Who is best placed to buy from you?
Strategic Engagement and Executive Access
How do you stand out in a saturated market and secure relevant engagement?
Value-Based Content and Cases for Change
How do you establish credibility on first contact? How do you retain interest beyond that?
Executive Preparation and Coaching
How do you ensure there is value from the first step of the engagement?
Contextual Account Targeting
Step 01 – Identify where meaningful change is most likely to create value.
Separating the wheat from the chaff
Firmographic targeting shows which organisations resemble existing customers. It does not show whether leadership priorities, strategic pressure and investment timing support action.
How to Address ItIdentify both fit and readiness.
CAT replaces assumption with structured, three-dimensional research.
- Culture, Strategy and Capital assessment for each account
- Pursuit classification with clear rationale: pursue now, pursue soon, defer or avoid
- Account profiles, change signals, executive context and recommended approach
- Practical guidance on timing, relevance and where not to spend effort
64% of engagements led to immediate, clear next steps and positive relationships
27% became nurture engagements with opportunity to follow-up in 12 months
Strategic Engagement and Executive Access
Step 02 – Create informed executive dialogue grounded in relevance.
Standing Out from the Crowd
Senior stakeholders are approached constantly. Overwhelming sameness in message, tone of voice, approach and channel of communication makes them discard attempts to engage from the onset.
How to Address ItExecutives respond to relevance, not volume.
Periphas improves the quality of the approach by making sure every introduction is based on research, a clear business issue and a credible reason for both parties to talk.
- Contextual Engagement Brief prepared by analysts
- Pre-engagement briefing with the client sponsor
- Peer-level outreach by former senior executives
- Both parties briefed before the first conversation
- No scripts, no volume targets, no product-first messaging
“ The water sector is notoriously difficult to penetrate at a C-level, especially for a challenger brand in a highly regulated market. Periphas was far more than just a door opener – they built custom report content that framed our discussions in exactly the right way, ensuring we entered each meeting with credibility and strategic relevance. ”
Rob Passmore, CEO & FounderAdditive Catchments
Value-Based Content and Cases for Change
Step 03 – Build evidence-based content that makes the case for action.
Retaining attention after you left the room
Executives will not engage deeply with content that reads like vendor collateral. They don’t have the time to translate marketing and technical jargon into what it specifically means for their organisation.
How to Address ItThe business issue has to come before the solution.
Periphas produces independent, board-level material that connects organisational priorities, market context and quantified solution value into a case worth discussing.
- Cases for Change, Executive Briefings and Value Narratives
- Quantified benefits, assumptions and supporting evidence
- Language aligned to the executive’s priorities, not the vendor’s proposition
- Documents written to a standard an executive could share internally
“Impressed by the report...a positive surprise. The EUR 56 million benchmark established a high level of authority with the management board.”
VP Global IT, German Sensor Manufacturer
Executive Preparation and Coaching
Step 04 – Prepare for the conversation before the opportunity is tested.
Time pressure and financial fluency
When time is short, pressure to handle multiple demands and superficial financial understanding makes it easier to talk about your own “stuff” rather than what matters to the executive.
How to Address ItThe meeting is not the outcome
A senior introduction only creates value if the conversation is relevant, disciplined and well prepared. Periphas provides the briefing materials, preparation sessions and selective coaching that help participants enter the discussion with clarity and purpose.
- Account intelligence drawn from CAT research
- Briefing materials for the client team and, where relevant, the executive audience
- Conversation design that leads with insight, not proposition
- Value narrative aligned to stated priorities and likely objections
- Selective coaching for high-value or complex engagements
“ Their approach was meticulously optimised, from pre-meeting briefings to in-room execution, ensuring that every interaction was consultative rather than sales-driven. This was key to securing engagement at the highest levels and building a strong pipeline in record time. ”
Rob Passmore, CEO & FounderAdditive Catchments
A research methodology for assessing genuine organisational readiness across three independent dimensions.
The Three LensesCulture
Will the organisation support the change?
We assess leadership priorities, decision-making norms, change appetite and organisational momentum.
Strategy
Does the change align with stated priorities?
We evaluate strategic direction, transformation programmes, competitive pressures and regulatory considerations.
Capital
Can the organisation fund the change and act now?
We assess financial capacity, investment timing and the economic conditions that influence decision-making.
“All three lenses must support the opportunity before we recommend engagement.”
The Periphas Threshold RuleFour possible outcomes from every Contextual Account Targeting assessment
- Pursue now. Signals converge across Culture, Strategy and Capital. The conditions for a meaningful engagement are present today.
- Pursue soon. The need is forming and early engagement may help shape the agenda.
- Defer. One or more critical conditions are not yet present. Return when timing, priority or capacity improves.
- Avoid. Apparent interest is not supported by the underlying conditions. Do not invest at this time.
Advocates for Change
Periphas is a research-led change advocacy practice. We help organisations identify opportunities for meaningful improvement and connect them with the expertise, technologies and capabilities that can help them achieve it.
We work with technology vendors, complex solution providers and professional services firms whose success depends on a small number of strategically important relationships.
Founded in 2012, Periphas operates across Europe, North America and Asia Pacific, supporting complex engagement programmes across more than 30 countries and over 20 industries.
We serve both sides of the introduction
Technology Vendors
You engage us to identify where opportunity genuinely exists, build the evidence-based case and facilitate senior conversations that begin with relevance rather than outreach volume.
Senior Executives
When Periphas reaches out to you, it is because our research has identified a potential alignment between your organisation’s priorities and capabilities that may help address them. You receive a brief, not a pitch.
“We do not merely create introductions. We determine whether an introduction should happen at all.”
Periphas PrincipleConversations where strategic decisions are made
Periphas engagements typically involve
Sample feedback and the actions that tell it better
- In 17.4% of engagements the senior executive proactively and explicitly praised the content or approach.
-
Keen to continue; brokered introductions to AI Team, Data Team (Norway), and Cost Reduction lead
Oil & Gas Company, Executive board member E&P
at C-suite level
or Nurture response
Trusted by organisations whose growth depends on high-value relationships
Periphas works with enterprise software providers, cloud and infrastructure vendors, telecommunications providers, cybersecurity companies, industrial technology firms, engineering and manufacturing solution providers, professional services organisations and specialist consultancies.
Many operate in complex markets where a single strategic relationship can be worth millions in long-term value. They use Periphas when relevance, evidence and executive credibility matter more than outreach volume.
“ ...fundamentally changed the way we engage with our target customers. It has allowed us to position [Global Telecom Provider] as relevant to the C-Suite and directly engage in discussions focused on their business challenges and desired outcomes. The positive response to the programme from out target customers' C-suite and their willingness to engage has exceeded our highest expectations. ”
Managing Client Partner (Sales Director)Global Telecom Provider
Senior professionals at every level
Scale built over more than a decade
- 3,000+ executive engagements facilitated
- $2bn+ opportunity pipeline influenced
- 30+ countries supported
- 20+ industries served
- Founded in 2012
Transform Awards Europe 2021
Silver: Best External Stakeholder Relations During a Brand Development Project
Bronze: Best Localisation of an International Brand
Awarded jointly to Verizon Business Group and Periphas for the Purple Dragon programme.
Periphas of Attica
Periphas was a king of Attica, renowned for his justice and wisdom. He was so just that Zeus transformed him into an eagle: granting him the perspective to see the world clearly, without distortion or proximity bias.
It is the quality we bring to every engagement: an objective, elevated view of where opportunity genuinely exists.
Brochures, research, and perspectives from the Periphas practice.
Moneyball, Pareto, and the Art of Effective Enterprise Targeting
Enterprise sales teams are often measuring the wrong things, arriving too late, and consuming pursuit resource on opportunities they had little realistic chance of influencing....
Read Article
Why Top Graduates Choose Consulting, But Won't Touch Sales
This article challenges the outdated stigma that still surrounds sales as a graduate career path. It argues that many graduates reject sales because of how the profession is perceived. In an AI enabled economy, the case for modern enterprise sales is even stronger.
View Article
Your Buyers Don't Care That You're Delighted to Announce Anything
Too much B2B marketing is written to impress the company rather than help the buyer make a decision. Product launches become celebrations, technical features are buried in jargon, and customer value is left for someone else to translate.
View Article
Periphas: Advocates for Change
An introduction to Periphas: who we work with, how we assess mutual value and why our engagements begin with evidence rather than product promotion.
View Brochure
CAT: Culture. Strategy. Capital.
A detailed explanation of the Periphas readiness framework and how we classify whether an organisation should be pursued now, later, deferred or avoided.
View Brochure
Contextual Account Targeting
How CAT helps identify where change is most likely to create value and where commercial effort should be focused or avoided.
View Brochure
Strategic Engagement and Executive Access
How researched briefs and peer-level outreach create more relevant executive conversations.
View Brochure
Value-Based Content and Cases for Change
How independent executive-level content connects organisational priorities to quantified business outcomes.
View Brochure
Executive Preparation and Coaching
How briefing and preparation help turn valuable introductions into productive senior conversations.
View Brochure
The $2 Billion Question: Is Your Mobile Phone Making You Non-Compliant?
We have recently been commissioned by a client to research the growing use of on-device AI in the US Financial Services and Insurance marketplaces. This article highlights the risks associated with this trend and offers suggestions on what may need to change.
View Article
The "Race to Parity." The fallacy of "where have you done this before?"
Just six small words.... that in over 20 years of working with technology companies have featured on virtually every Invitation to Tender, or Request for Proposal, I've ever submitted: "Where have you done this before?"...
View Article
Have you received a Periphas introduction?
Who is Periphas, why a Periphas introduction is not a sales process, and why saying "YES" to the introduction may have legs.
Read the Overview
Why we reached out to you specifically
How our analysts assess relevance across Culture, Strategy and Capital before recommending any conversation.
Read the Methodology
What you can expect from the conversation
What happens before a Periphas-facilitated discussion and how both parties are prepared around relevant topics.
Read the StandardNews, Events, Insights and Offers
Three Cases for Change in Ten Business Days
Three strategic-account cases that turn public evidence into a clear, executive-level reason to act.
Read More
100-Account Contextual Assessment
A rapid Culture, Strategy and Capital assessment to show where engagement is most likely to create value now.
Read More
Ten Account Briefings in Ten Business Days
Concise account intelligence and decision-maker context for ten priority engagements.
Read MoreAll Announcements & Offers
| Headline | Type | Date |
|---|---|---|
| Three Cases for Change in Ten Business Days | Offer | June 2026 |
| 100-Account Contextual Assessment | Offer | June 2026 |
| Ten Account Briefings in Ten Business Days | Offer | June 2026 |
| Your Buyers Don't Care That You're Delighted to Announce Anything | Insight | June 2026 |
| Why Top Graduates Choose Consulting, But Won't Touch Sales | Insight | June 2026 |
| Moneyball, Pareto, and the Art of Effective Enterprise Targeting | Insight | June 2026 |