About Aviate
Aviate is a revenue consulting firm for complex B2B sales. We work on the system that turns demand into predictable revenue. We start by finding the one thing holding it back.
Most revenue growth problems persist because nobody has named the real constraint. Teams stay busy. Pipelines might look active. But deals still stall, or depend on a few people stepping in to push them over the line. This points to a system that emerged organically, and was never deliberately designed.
As a company grows, selling stops being a single motion and becomes a system. Demand arrives from more sources. More people touch each deal, both on the buyer and seller end. Decisions span marketing, sales, operations, and leadership. Tools multiply, handoffs increase, and while effort goes up, outcomes get harder to predict.
Aviate exists because that system deserves the same serious attention as what you sell, and rarely gets it.
What We Focus On
The entire revenue engine - the system that governs what happens after demand appears and before revenue becomes predictable.
How demand is defined, filtered, and prioritised.
How marketing activity becomes real sales conversations.
How deals progress across stages, roles, and functions.
How handoffs hold or leak momentum.
How enablement supports live decisions rather than training alone.
How process, tooling, and data shape what teams actually do under pressure, not what they are supposed to do.
We treat these as one integrated system rather than separate initiatives, so the revenue engine becomes deliberate, clear and resilient.
What We Believe
Selling should get more reliable as a company grows, not more fragile. If scale makes outcomes harder to predict, the system has not scaled with the organisation.
Judgement matters, but judgement alone does not scale. Good decisions depend on experience, and experience has to be reinforced by clear processes, usable enablement, and structures that survive pressure.
Activity is not the unit of progress. Teams measure motion, but buyers experience decisions. When internal effort is not aligned to how buyers actually decide, pipelines might look real but deals don’t close.
The People
Aruna Babu, Founder
Aruna has done a lot of different things across fifteen years.
She built her data and analytics foundation at a boutique analytics firm that grew from small to mid-sized before Accenture acquired it, where she went on to work on some of the most interesting data and AI deals in Strategy & Consulting. In and around that, she built and ran sales enablement teams, led content strategy, managed PR and analyst relations, owned GTM for product and services portfolios, sat in deal war rooms, crunched CRM data for win-loss and business ops, designed sales coaching programmes, and ran AI fluency workshops.
The roles kept changing. Two patterns never did. Organisations that could not see their data clearly were always guessing. And organisations whose processes created friction for the people inside them always found those people working around the process instead of through it. Every function, every firm size, the same two patterns, and every time a cost - slower growth, unpredictable outcomes, a journey harder than it needed to be.
Roshan Varghese, Creative Partner
Roshan has spent his career across brand, content, and experience, in corporate marketing, event production, and creative strategy, before founding First Cut, a design-forward creative agency built around solution experience design.
His early brand and marketing work, including a significant role in Mindtree’s brand revamp, gave him something most creative agencies do not have - an understanding of how brand and narrative actually function inside complex B2B organisations, not just how they look. He brings that to Aviate’s client work directly. When the problem is how a firm shows up at a deal, or how its narrative lands with the people who decide, that is where Roshan’s eye comes in.
What Sets Us Apart
We look at the entire revenue engine. Many revenue problems are not actually sales problems. They start earlier, in positioning, targeting, and whether demand is being created or merely captured. Fix one part of a broken system and the problem moves elsewhere. We look at the whole picture - brand, demand generation, marketing, sales execution, and close.
Senior attention on every engagement, by design, with specialists on call. We are deliberately lean. The people who diagnose the problem are the people who do the work. When an engagement needs niche expertise, we bring it in from a vetted network of fractional experts, matched to the problem at hand. A small senior core, with the right specialist when it counts.
We account for why change does not stick. Process design is the easy part. The harder part is behavioural friction - incentives pulling the wrong way, the habits that survive every reorganisation, the gap between what people say they will do and what they do under pressure.
We diagnose that, and we build for it.