From Services to SaaS: A Tech Startup Journey with Bright Evolve
In the latest episode of Tech Startup Stories, I had the pleasure of sitting down with Tom Bright, founder of Bright Evolve, to discuss his journey from leading sales in early-stage startups to launching his own business. From navigating the challenges of bootstrapping to taking the leap into SaaS, Tom shares valuable insights on scaling a services business into a tech-driven enterprise.
Listen to the Podcast
The podcast is available on Spotify, Amazon Music, Apple Podcasts and YouTube.
A Passion for Early-Stage Growth
Tom’s career has been deeply rooted in sales, particularly in early-stage businesses. Over 20 years in B2B sales, he has helped multiple startups grow and eventually exit successfully. However, what really fuelled his entrepreneurial drive, was his passion for working with companies in their early years, helping them build a solid foundation in sales and commercial growth.
Recognising a gap where many tech founders excel in product development but struggle with a solid sales strategy, Tom launched Bright Evolve to provide early-stage businesses with the tools and knowledge to achieve scalable sales success.
The Leap into Entrepreneurship
Leaving the stability of a senior sales role to start his own venture was not a decision Tom took lightly. However, he realised that he was happiest working in the early stages of a company’s journey, rather than in boardroom meetings of larger, more established businesses. In a moment of self-reflection, he decided that if he didn’t take the leap then, he never would.
Like many founders, Tom faced an initial period of uncertainty. He conducted deep market research, speaking with his network and potential clients to validate the demand for sales consultancy services. His instinct proved right, and within months, he had secured enough consulting work to build a stable foundation for Bright Evolve.
Evolving into a SaaS Business
What started as a pure consultancy business soon evolved (pun intended!). Tom developed a diagnostic framework to assess companies’ sales readiness across six key pillars. Initially a manual process, he soon realised that automating this framework could bring significant efficiencies and create a scalable repeatable solution for his clients.
After failing to find an existing tool that met his needs, Tom made the bold decision to reinvest Bright Evolve’s first-year profits into building a software product, Ascent. This platform digitises the diagnostic process, enabling clients to access a structured sales assessment and growth plan in a fraction of the time it took manually. By August 2023, Ascent was launched, transforming Bright Evolve from a services-led business to one with a scalable product offering.
Challenges of Bootstrapping
Tom’s decision to bootstrap his business meant every investment had to be carefully weighed. Cash flow management became one of the biggest challenges, especially when sales slowed down in late 2023, whilst product development costs continued.
However, this experience also reinforced the importance of financial discipline and surrounding himself with the right expertise. “There were definitely times when I was making impulsive spending decisions, but the reality of running a business forces you to become more strategic,” he reflects.
Now, after successfully bootstrapping the business for nearly two years, Tom has made the strategic decision to seek funding, not to sustain operations but to accelerate product development and growth. By the end of 2025, he aims to have Ascent generating its own revenue as a standalone product.
Tom envisions Bright Evolve becoming the go-to sales ally for early-stage businesses. While the consultancy arm remains a key offering, his ultimate goal is to transition into a fully product-led business. With ambitious growth targets, product enhancements, and a focus on scalability, 2025 is set to be a pivotal year.
Advice for Aspiring Entrepreneurs
Reflecting on his journey, Tom shares some words of wisdom for those considering making the leap into entrepreneurship:
Just start: “There’s no real safety net in employment either. If it doesn’t work out, you can always find another job.”
Leverage your network: “Seek advice early. Speak to people who’ve been there before and don’t be afraid to ask for help.”
Manage cash flow wisely: “Financial oversight is key. Don’t get carried away with spending without a clear strategy.”
Connect with Tom
If you’re a founder looking for sales support, you can connect with Tom on LinkedIn, visit brightevolve.net, or email him at tom@brightevolve.net.
Listen to the Podcast
The podcast is available on Spotify, Amazon Music, Apple Podcasts and YouTube.
