Unclear ICP or target market
You know what you sell, but the right accounts, markets or buyer profiles are still unclear.
Services
Practical GTM support for technology companies.
I help B2B technology companies improve how they go to market, create pipeline, manage sales opportunities and turn complex technology conversations into clearer commercial opportunities.
The work can range from focused GTM and market validation to pipeline generation, sales process, solution consulting and ongoing fractional GTM support.
The right combination depends on where your commercial process is getting stuck.
The Commercial Problems
Good technology does not automatically create a repeatable sales motion.
Technology companies can have a strong product or service and still struggle to turn it into a consistent commercial process.
The problem may be unclear targeting, inconsistent prospecting, weak qualification, an ad hoc sales process or difficulty progressing complex technology opportunities.
Inconsistent pipeline generation
Prospecting happens when there is time for it, rather than through a structured and repeatable process.
Weak qualification and follow-up
Potential opportunities enter the pipeline but do not move consistently because qualification, follow-up or next steps are unclear.
Founder-dependent selling
Commercial knowledge sits with one or two people, making the sales process difficult to repeat or scale.
Fragmented sales process
CRM stages, qualification, opportunity management, reporting and follow-up are not working as one system.
Complex technology sales
Enterprise or technology-led opportunities require deeper discovery, requirements understanding, solution shaping and commercial coordination.
Need for senior GTM support
You need experienced commercial involvement but are not ready to build a full-time senior GTM leadership function.
What I Do
Five areas of commercial support.
Each service addresses a different part of the B2B revenue and GTM process. They can be used independently or combined when the commercial situation requires broader support.
GTM & Market Validation
Get clearer on who to target, what to lead with and how to approach the market.
For technology companies that need greater clarity around their market, ideal customer profile, buyers, positioning and initial GTM direction before investing further in sales activity.
What the work can include
- Market and segment analysis
- ICP definition
- Target-account criteria
- Buyer and decision-maker mapping
- Buying situations and triggers
- Offer and positioning review
- Value proposition refinement
- Messaging direction
- Initial market validation
- GTM priorities and action plan
Explore more about GTM & Market Validation
Pipeline Generation
Build a structured process for finding, reaching and qualifying the right buyers.
For companies that know who they want to reach and need consistent account research, buyer research, outbound, follow-up and qualification.
What the work can include
- Target-account research
- Buyer and decision-maker research
- Account prioritisation
- LinkedIn outreach
- Email outreach
- Personalised messaging
- Follow-up sequences
- Response handling
- Lead qualification
- Meeting coordination
- CRM updates
- Pipeline activity reporting
- Campaign refinement
Explore more about Pipeline Generation
Sales & GTM Engine
Build the sales process and operating structure behind your pipeline.
For companies that already have sales activity but need greater consistency across qualification, CRM, pipeline stages, reporting, follow-up and opportunity management.
What the work can include
- Sales process design
- Sales stage definition
- Qualification framework
- Discovery structure
- CRM pipeline structure
- Opportunity management
- Pipeline governance
- Follow-up process
- Proposal workflow
- Sales documentation
- Reporting structure
- CRM and RevOps recommendations
- Automation opportunities
- AI-assisted sales workflows
- Process optimisation
Rakesh works on the commercial process, revenue workflow and CRM structure. This does not position Rakesh as a Salesforce developer or software implementation agency.
Explore more about Sales & GTM EngineSolution Consulting & Pre-Sales
Turn complex business requirements into commercially clear technology solutions.
For technology companies dealing with opportunities where deeper business discovery, requirements understanding, solution shaping, proposal development and technical-commercial coordination are important to progressing the opportunity.
What the work can include
- Business discovery
- Requirements discovery
- Stakeholder mapping
- Business process understanding
- Solution shaping
- Project discovery
- Scoping support
- Pre-sales support
- Proposal development
- Technical-commercial coordination
- Client presentation support
- Commercial discussions
- Opportunity progression
Rakesh works between the business requirement, commercial opportunity and technical team. This is not positioned as software development or technical implementation.
Explore more about Solution Consulting & Pre-SalesFractional GTM Partner
Bring senior GTM thinking and commercial execution into the business without immediately building a full-time leadership function.
For technology companies that need ongoing commercial direction and hands-on GTM support across strategy, pipeline, sales process, opportunities and revenue operations.
What the work can include
- GTM strategy
- Market prioritisation
- Pipeline strategy
- Account planning
- Sales process
- Opportunity review
- Founder advisory
- Market expansion
- Partnerships
- CRM and RevOps
- AI-assisted revenue workflows
- Sales leadership support
- Commercial reporting
- Ongoing optimisation
Fractional GTM support is structured around the areas that require ongoing involvement. It does not automatically replace an internal sales team.
Explore more about Fractional GTM PartnerOne Commercial SystemThe services are different.
The services are different.
The commercial objective is connected.
A company may only need one service. In other situations, the commercial problem sits across multiple parts of the sales process.
For example, unclear targeting can affect pipeline generation. Weak qualification can reduce the value of outbound activity. Complex opportunities can require solution consulting alongside a stronger sales process.
The services can therefore be combined when the problem requires it.
- GTM & Market Validation
- Pipeline Generation
- Sales & GTM Engine
- Solution Consulting & Pre-Sales
- Fractional GTM Partner
You may start anywhere. The appropriate combination depends on the commercial situation.
Common Combinations
Different commercial problems require different combinations.
New Market Entry
- GTM & Market Validation
- Pipeline Generation
Clarify the target market and buyers, build the initial messaging and begin structured outreach.
GTM Motion Build
- GTM & Market Validation
- Pipeline Generation
- Sales & GTM Engine
Define the commercial direction and build the targeting, outbound, qualification and sales process required to operate it.
Complex Technology Sales
- Pipeline Generation
- Solution Consulting & Pre-Sales
- Sales & GTM Engine
Create opportunities, qualify them and provide structured commercial and solution support as complex opportunities progress.
Commercial Process Improvement
- Sales & GTM Engine
- Solution Consulting & Pre-Sales
Improve sales process consistency while strengthening discovery, solution shaping and proposal progression for complex opportunities.
Ongoing GTM Partnership
- Fractional GTM Partner
- GTM & Market Validation
- Pipeline Generation
- Sales & GTM Engine
- Solution Consulting & Pre-Sales
Provide ongoing senior commercial support across strategy, pipeline, sales process and complex opportunities.
What You Get
Practical commercial work, not just recommendations.
The exact outputs depend on the service and scope, but the work is designed to leave you with something usable by the business.
Clearer Targeting
ICP, target-account criteria, buyer profiles and market priorities where relevant.
Better Prospecting
Research, account prioritisation, buyer identification, messaging and structured outreach.
Stronger Qualification
Clearer qualification criteria, discovery questions, next steps and opportunity handling.
A More Consistent Sales Process
Defined stages, CRM structure, pipeline management, follow-up and reporting.
Stronger Technology Conversations
Better business discovery, requirements understanding, solution shaping and proposal support for complex opportunities.
A Repeatable Commercial Workflow
Documented processes, practical operating routines, reporting and ongoing optimisation.
How I Work
Diagnose first. Then build what the business actually needs.
- 01
Diagnose
Understand the business, offer, market, customers, current sales motion and commercial constraints.
- 02
Build
Define the required targeting, messaging, process, pipeline system or solution approach.
- 03
Operate
Put the agreed process into practice through research, outreach, qualification, sales support or ongoing GTM execution.
- 04
Optimise
Review what is happening, identify friction and improve the process based on real commercial activity.
- 05
Scale
Document what works, strengthen the operating system and determine what should be expanded, automated or brought further into the internal team.
Direct Access
You work directly with Rakesh.
This is a hands-on independent practice. You are not handed off to an account manager or junior delivery team.
The work is led directly by Rakesh across GTM thinking, commercial execution, sales process and solution consulting, with technical teams or specialist resources involved where the agreed scope requires coordination.
What This Is Not
Focused commercial support, with clear boundaries.
Not a Generic IT Agency
The core work is revenue, GTM, sales process, pipeline and solution consulting, not general-purpose IT services.
Not a Software Development Service
Software development and technical implementation are not the core services offered through this practice.
Not a Salesforce Development Service
Rakesh can work around CRM structure, sales process and commercial workflows, but is not positioned as a hands-on Salesforce developer.
Not a Paid Advertising Agency
Paid advertising, media buying and performance marketing are outside the core service model.
Not an Outsourced Sales Team
The work can support prospecting, qualification and sales execution, but the engagement is not positioned as a replacement for an entire internal sales organisation.
No Guaranteed Revenue or Meetings
The agreed work, process and deliverables can be committed to. Revenue, ROI, customer counts and meeting volumes depend on market conditions, offer quality, buyer response and other factors and are not guaranteed by default.
Services vs Engagements
What I do and how the work is structured.
Services describe the areas of commercial work I provide.
Engagements describe how those services are organised around your current situation, priorities and required level of involvement.
View ServicesView Engagements
Start With The Commercial Problem
See EngagementsNot sure which service you need?
Tell me what you sell, who you are trying to reach and where the current commercial process is getting stuck.
We can determine whether the problem is primarily GTM, pipeline, sales process, solution consulting or a combination of these.
FAQ
Questions about the services
I work with B2B technology companies across software, SaaS, enterprise technology, CRM, ERP, automation, digital transformation and other technology-led solutions. The specific fit depends on the commercial problem rather than a narrow industry category.
Yes. The work can support technology companies at different points in their commercial journey, provided there is a clear product or service and a practical commercial problem to address.
Yes. The work can support founders, salespeople and existing commercial teams through better targeting, sales process, qualification, pipeline management, solution consulting and GTM support.
Yes. Solution Consulting & Pre-Sales can support deeper discovery, requirements understanding, solution shaping, scoping, proposal development and technical-commercial coordination for complex technology opportunities.
You do not need to decide before contacting me. Explain what you sell, who you are targeting and where the commercial process is getting stuck. The assessment can then determine which service or combination makes sense.
Yes. A company may only need one focused service. For example, a company with a clear market and offer may only need Pipeline Generation. Other situations require a combination of services.
Yes. Services can be combined where the commercial problem crosses multiple parts of the sales process. The required combination is determined during the assessment.
Yes. Fractional GTM Partner is designed for companies that need ongoing senior commercial involvement across strategy, pipeline, sales process, solution consulting or related GTM work.
Software development is not the core service offered through this practice. The focus is B2B revenue, GTM, pipeline, sales process and solution consulting.
No. The engagement can define the work, process, activity and deliverables, but meetings, customers, revenue and ROI depend on factors outside the engagement and are not guaranteed by default.
Still have a question? Ask it directly, or check whether an engagement fits your business.
Ask Rakesh directly