📣 Please note, these events are for Agency Hackers’ members only.

If your agency isn’t a member yet, get in touch with Anne or sign up here.

Growth and scale are at the crux of 2025 for many agencies – and a route becoming increasingly popular is productisation.

This is the approach Tom Perry, CEO of Sherpa, has taken over the past couple of years.

“We were doing some pretty complex work for big tech firms, which meant the work we were doing was never repeatable,” explains Tom. “Every time we took the ops team a new project, they had to learn it again. It was like, ‘Right, what have you sold them this time? What have we got to do now?’”

The need to scale pushed Sherpa to rethink how they worked with clients. Over a 15-month journey, they streamlined their offering from 33 different project types to just two core products and one technology platform.

“We’ve streamlined our services to now just one piece of tech and two products, which are all pretty repeatable and renewable,” says Tom.

This has allowed the team to focus solely on these services instead of reinventing the wheel each time​.

The impact of this? “While it took 15 months to implement, we’ve just had our first renewals in the cycle, which has been a massive validation of the process.”

“It’s like, ‘You did this one thing for me in a clever way last quarter, and I’d like you to do it again this quarter,’” Tom explains. “And that, in itself, is part of a much bigger drive of recurring revenue and moving away from being a purely project-based business.”

Productisation has also streamlined Sherpa’s team structure.

“You don’t have all your new business generation or your renewals just within the new business team,” Tom adds. “Instead, you can push some of that renewal work into the operational side of the business. And that has been very successful with a number of our operations team excelling at renewing contracts.’

If you’re curious about how to productise your services, streamline processes, and achieve repeatable success, join us for this session, where Tom will share Sherpa’s journey to productisation, and the hard-won lessons behind their growth.