Growth plateau
Strong technical team and solid track record, but a ceiling that great work alone couldn't break through.
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Glaze Digital: 47% revenue growth and 110% profit lift in 13 months.
A Shopify Plus Partner agency that moved from development house to strategic e-commerce partner, opening commercial growth that great work alone couldn't reach.
+47% Revenue growth
+110% Profit lift
13 Months
About the client
Glaze Digital
Glaze Digital is a Belfast and Amsterdam-based Shopify agency founded by Mark Kelso and Richard Megaw. With over 10 years in business and 250+ stores built, they hold Shopify Plus Partner status, placing them in the top 1.5% of Shopify partners globally.
Their clients collectively generate over £20 million in monthly revenue through Shopify, working with brands like Bellamianta, BLK BOX Fitness, Two Stacks Whiskey, and JOBE Watersports.
Notable clients
BellamiantaBLK BOX FitnessTwo Stacks WhiskeyJOBE Watersports
Why they came to Move at Pace
Looking for someone with first-hand practical experience in scaling an agency to guide them through their next phase of growth.
The situation
Where things were stuck.
Reactive sales model
Reputation and referrals drove pipeline. Work was selling itself, but that approach had a ceiling too.
Commercial function gap
The commercial side needed to match the strength of the technical team to reach the next level.
The real problem
Glaze had built a strong technical team that delivered excellent work. The opportunity was to build an equally strong commercial function: proactive sales, strategic positioning, and systems that would drive growth rather than waiting for it to arrive.
The insight
Where the value was waiting.
Enterprise repositioning
Move from generalist Shopify work to strategic partner for larger, more complex enterprise projects.
Commercial value focus
Overhaul marketing to lead with client ROI rather than technical features alone.
Proactive lead generation
Build new sales channels to generate qualified leads rather than waiting for referrals.
The work
What we did, phase by phase.
Months 1-3 Strategic foundation
Intensive SGP engagement to set strategic direction, identify the highest-impact growth moves, and build the foundation for commercial transformation.
- Full business diagnostic and financial analysis
- Founder time audit to identify where to delegate first
- Leadership alignment on objectives and growth expectations
Months 4-8 Commercial repositioning
Maturation from development-focused operation to strategic partner positioned for larger work.
- Developed recurring revenue service positioning and packaging
- Created outreach frameworks for new and existing clients
- Built content strategy to support inbound lead generation
- Established sales and prospecting systems
Months 9-13 Scaling and results
250th Shopify store milestone delivered, rebrand and new website launched, marking the evolution from development house to strategic e-commerce partner.
- Supported hiring process to strengthen the team
- Sales and marketing plan to scale outbound activity
- Launched rebrand and new website
- Ongoing monthly strategy sessions
The outcome
What changed, measured.
Beyond the numbers
- Transitioned from development house to commercial strategy partner
- Enhanced positioning to access larger, more complex projects
- Launched rebrand and new website marking business evolution
- Built proactive sales systems replacing reactive referral model
Results achieved over the 13 months engagement. Percentage changes verified.
"Connor has added a huge amount of value to our business since we started working with him. We were looking for someone with first-hand practical experience in scaling an agency, and that's exactly what Connor has done. He's experienced every problem we've encountered many times over and been able to provide us with insightful solutions."
Key takeaways
What made this work.
Commercial matched technical
Glaze already had the technical skills. They needed the business strategy to match their capability and open growth.
Repositioned upmarket
Moving toward enterprise clients who value strategic partnership over commodity development work.
Proactive over reactive
Building systems to generate leads rather than waiting for work to find them through referrals alone.
The lesson
Technical capability alone won't break growth plateaus. Work rarely 'sells itself' at scale, you need commercial strategy. Repositioning takes time but compounds over 12+ months.
Results shown are from real clients but are not typical. Individual results vary based on your business, experience, effort, and market conditions. We do not guarantee specific outcomes.
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