How I work.
Three formats. Start with a GTM Review, then move into ongoing sparring or hands-on fractional work.
The way I work comes from one lesson: interest is not traction. At RISE Technologies we had plenty of interest and too few closed deals. What changed it was a structured pilot with clear success criteria, an honest evaluation, and then a decision: roll out, or sharpen the ICP. Along the way the pitch shifted from “save costs” to “enable a new business model”. Every format below is built on that logic.
GTM Review
4 weeks, fixed scope. Diagnose why sales isn’t scaling — pipeline, ICP, sales process, top line — and leave with a concrete plan.
When it fits
Traction exists, but nobody can explain it. The pipeline looks busy, the closings don’t follow.
What happens
Four weeks. I go through pipeline, lost deals, ICP and sales process, and talk to customers and prospects.
What you have after
A sharp ICP, a sales process with exit criteria per stage, and a plan you can run with or without me.
Sparring
Calls & workshops, booked as needed. A sounding board for board prep, pricing calls, hiring decisions and the questions between the big projects.
When it fits
You face a specific decision: a pilot design, a pricing call, a hire, board prep.
What happens
Focused calls or workshops, booked as needed. I challenge assumptions and bring patterns from other companies.
What you have after
A decision you can defend, and a clear next step.
Fractional
Min. 1 day/week, 3-month commitment. Hands-on GTM build, sales management and biz dev — executive GTM without a full-time hire.
When it fits
The plan exists, but nobody owns the execution.
What happens
One or more days a week inside your team: building the process, running pilots, coaching sales, sitting in key deals.
What you have after
A process that runs without me, and a team that knows why it works.
Also available: Interim — bridging a critical phase such as a turnaround or transition. On request.
B2B founders in manufacturing/Industry 4.0, logistics & supply chain, construction & real estate, cybersecurity and defense-tech — idea stage through pre-series A.
Your portfolio company has traction. It doesn’t have a repeatable GTM process.
Quarterly review. The deck says “strong pipeline”. Nobody in the room can say which deals will close, or why.
„The company isn’t growing fast enough.“ „No steady growth, just a lot of leads that are almost closed.“
Their next round depends on it. I work with the portfolio company directly: a GTM Review to find the gap, then sparring or fractional work to close it.
The portfolio company is the client and pays for the engagement.