A practical guide for PropTech founders selling into enterprise real estate.
This practical whitepaper gives PropTech founders, product leaders and go-to-market teams the frameworks they need to understand what enterprise real estate organisations now require, and how to position your product to meet those demands.
UK PropTech is scaling fast, from £3.32 billion in 2024 to more than £25 billion by 2035, with 900 plus firms and £2.66 billion invested in 2024. The hype phase is over and enterprise buyers now demand more than innovation.
Yet 67 percent of implementations miss expected returns. Enterprise real estate runs 12 to 15 systems and buyers spend about 47 hours evaluating security, integration and implementation proof, not just features. Vendors delivering 28 to 34 percent annual returns invest in readiness before procurement. The question is not whether to chase enterprise, but whether you are ready to win it.
“Enterprise sales success requires more than product quality. It demands sustained relationships, accumulated credibility and demonstrated commitment to customer success. Vendors who invest in customer intimacy build the reputations that sustain enterprise market positions.”
Andrew Firth | Managing Director, Ascensor
A practical framework for understanding what enterprise real estate buyers now require. Each chapter includes actionable guidance and checklists you can apply to your own go-to-market strategy.
The maturation of PropTech
Market evolution from innovation theatre to operational infrastructure. How buyer expectations have fundamentally shifted. The cost of getting it wrong, and the returns available to those who get it right.
Security as table stakes
SOC 2 versus ISO 27001: understanding the certification landscape. Building your certification roadmap with realistic timelines and budgets. Meeting enterprise security questionnaire requirements.
Integration as competitive advantage
The Yardi and MRI ecosystems: what enterprise buyers expect. OSCRE data standards and API-first architecture. Building integration capability as a core competency, not a feature.
Evidence and the proof pack
Quantified case studies that satisfy procurement committees. ROI frameworks and calculators that finance stakeholders trust. Cultivating reference customers and third-party validation.
Implementation playbooks
Governance frameworks and technical documentation. Training curricula and change management programmes. Support transition and post-implementation care.
The enterprise readiness checklist
Four-dimension assessment: security, integration, evidence, implementation. Identifying gaps and prioritising investment. Building your readiness roadmap.
Accelerating enterprise sales cycles
RFP response templates and stakeholder engagement strategies. Pilot and evaluation programme design. Commercial models that reduce buyer risk.
Looking ahead
AI, sustainability and consolidation trends. Positioning for acquisition or market leadership. Building capabilities that compound over time.
Case study spotlight
Radar Healthcare asked us to improve on-site performance and lead capture. We migrated analytics to GA4, streamlined CRM and marketing automation, and redesigned the Book a Demo page with clearer story flow, social proof and a sticky form. A month-long A/B test validated the new layout, which then rolled out to all users.
+571% conversion rate on the Book a Demo page.
+49.7% increase in overall on-site conversions.
Organic leads matched PPC for the first time
Optimise, test, convert - see what you can achieve
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View all"Ascensor's hard work is making a noticeable impact, and I'm really excited about the positive direction we're heading in. A big thank you to the Ascensor team for making our digital journey smooth sailing.”
Laura Dyson
SEO and CRO specialist | Radar Healthcare
The PropTech landscape continues evolving rapidly. The whitepaper explores the developments enterprise-focused vendors should be planning for now, including:
Ready to win enterprise real estate deals?
Contact Ascensor to turn these security, integration and evidence strategies into a focused enterprise readiness plan for your PropTech business.
Whether you're building your first proof pack, preparing for SOC 2 certification or optimising your enterprise sales process, this whitepaper provides the practical frameworks to accelerate your path to market.
Understand what enterprise buyers demand. Build the capabilities they require. Win the contracts that transform your business.
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