Fractional GTM leadership.
From a 30-year operator.
You know what’s wrong with your sales motion. You don’t have time to fix it. You’ve been pitched by ex-agency “fractional CMOs” who’ve never carried a real number, and management consultants who’ve never closed a deal.
This is different. Strategy from someone who has spent three decades running enterprise tech sales: multi-country operations, scaled organizations, real partnership work. Operator to operator.
Four practices.
Engaged where you need them.
Most engagements pull from one or two of these. We don’t sell “everything.” We focus on the levers that move the math.
Positioning, target segment, pricing, sales motion: the four levers most companies have wrong by the time they call us.
- ·Target segment definition based on actual customer data
- ·Positioning that an operator can defend in a sales call
- ·Pricing model and packaging review
- ·Sales motion design: outbound, inbound, channel, expansion
Who does what. How leads move through the funnel. What a quota looks like. How to compensate. How to forecast without guessing.
- ·Roles, hiring criteria, and onboarding playbooks
- ·CRM hygiene and pipeline stages that actually mean something
- ·Forecast model that survives quarter-end
- ·Compensation plans that align with the math
The handoff between marketing and sales is where most B2B revenue dies. We rebuild it so both sides own the same numbers.
- ·Lead definition and qualification criteria, agreed and signed
- ·SLAs between marketing and sales (response time, follow-up)
- ·Shared dashboards both teams trust
- ·Quarterly review process that catches drift early
Ready to enter a new region or country? The mechanics of multi-country sales (partner channels, pricing, regulatory, hiring) are where founders without enterprise GTM experience get burned.
- ·Market entry and partner channel design
- ·Localization of pricing, contracting, and support
- ·Regional hiring and operations sequencing
- ·Risk mapping: regulatory, currency, IP, tax
Audit. Understand. Plan. Execute.
The same four steps on every engagement. No retainer, no monthly black box, no 50-page strategy decks.
We audit what's actually there.
what we do
Where revenue comes from. Where it should come from. What the sales org looks like. What the marketing org looks like. Where the handoffs leak.
what you get
A written audit (12 to 20 pages), a 15-minute Loom walkthrough, and a prioritized list of the GTM moves that will move the needle in 90 days.
timeline
7 business days
We understand how you actually run.
what we do
Working sessions with you and your sales/marketing leads. The data, the tools, the people, the constraints. What's been tried. What worked. What didn't.
what you get
A short GTM map (2 to 4 pages) showing the system as it exists today and the few high-leverage changes we'd make.
timeline
Week 2
We plan the smallest version that works.
what we do
Three or four GTM moves, in the order to do them in. Owners, milestones, success metrics. What we'll handle. What stays with you.
what you get
A signed engagement plan with KPIs and a defensible quarterly budget.
timeline
Week 3
We execute, in public.
what we do
Fractional engagement, typically 8 to 16 hours per week, running alongside your team. Weekly cadence. Quarterly reviews. Real accountability.
what you get
Operating sales/marketing system, hired team or fractional bench, quarterly review rhythm. Built to run when we leave.
timeline
Engagements run 1 to 4 quarters
Who this is for.
Fractional GTM works for companies at a specific stage. Below that stage, you don’t need us yet. Above it, you should be hiring full-time.
- ✓$2M to $50M revenue, B2B or considered-purchase B2C.
- ✓Founder still in the deals, and tired of being there.
- ✓Considering scale, expansion, or a new market, and want it done right.
- ✓Want a thinking partner who has carried a real number before.
- ·Pre-revenue startups looking for an investor pitch deck or strategy session.
- ·Companies wanting a “digital marketing fractional CMO.” That’s a different practice.
- ·Looking for cheap labor. A fractional executive isn’t the cheap option, they’re the experienced one.
- ·Want consulting deliverables (decks, reports) without operational accountability.
30+ years in enterprise technology and go-to-market leadership. Started in early web development. Moved into IT sales and leadership. Built and ran multi-country operations and regional teams inside global organizations.
Real numbers carried. Real markets entered. Real organizations scaled. Real partnerships built. The kind of operator experience you can’t buy from a slide deck.
“Vision without execution is theory. Execution without vision is chaos. Success requires both.”
read the full founder storyQuestions buyers ask before signing
The questions we get on every audit call. If yours isn't here, ask it on the contact page. We answer everything before any work starts.
What does “fractional GTM leadership” actually mean?
Fractional GTM leadership means you get a senior go-to-market operator (the kind of person normally hired as VP of Sales, CRO, or CMO at $250K+ annually) engaged for a defined scope and period instead of full-time. Typical engagements: 90-day GTM strategy build, sales-org redesign, partnership-channel launch, or fractional CRO presence for 6 to 12 months. Fixed scope, fixed price.
How is consulting different from a marketing or sales agency retainer?
An agency executes tactics: runs your ads, writes your content, books your meetings. Consulting changes the underlying strategy, sales process, and organizational structure so that whatever execution layer you have works dramatically better. We do not sell ongoing retainers, and we do not compete with your existing sales team. We make them more effective.
Who should hire a fractional GTM consultant?
Established Vancouver and BC businesses (3+ years, revenue $500K to $50M) facing one of four situations: (1) sales hit a plateau and you don't know why, (2) you're scaling a sales team for the first time, (3) you're launching into a new market or partner channel, or (4) you're preparing for acquisition or a capital raise and need GTM metrics in shape. Poor fit for pre-revenue startups and businesses unwilling to start with the audit.
What's a typical timeline and outcome for a consulting engagement?
The 7-day audit produces a written GTM diagnostic. The first signed engagement is typically 6 to 12 weeks of strategy work: written GTM plan, sales-org map, partnership target list, comp-plan review, pipeline metrics rebuild. It comes with a clear set of deliverables and a fixed price. Many clients then extend into a 3 to 6 month execution phase. No open-ended retainers.
Will you actually pick up the phone and sell for us?
Selectively, yes. For strategic enterprise deals (typically $100K+ ACV) the founder can join sales calls, lead RFP responses, and run negotiation strategy as part of an engagement. We do not provide SDRs, BDRs, or AE-level seat coverage. The model is senior-operator augmentation, not outsourced sales headcount.
Talk to the operator.
Not the sales rep.
First conversation is 30 minutes. Real questions about your business. Honest answer about whether we can help, or who you should call instead.
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