The business covers custom software, enterprise software or digital transformation work, and often combines elements of product and project revenue in the same pipeline. Some accounts are sold a fixed offering, others a bespoke solution, without always a clear rule for which motion applies to which account.
That mix creates inconsistent targeting and qualification: a lead that suits a packaged offer and a lead that needs a custom scope can end up run through the same process, when they need different questions, different proof points and often different buyers.
Buyers can be business stakeholders, IT stakeholders, or both, depending on whether the conversation is closer to a product sale or a custom build. Decisions often involve a technical scoping conversation and a separate commercial conversation.
Brings consistency to how different deal types are qualified, processed and reported on inside one CRM.
For companies with enough traction to want ongoing senior oversight across both the product and project motions.
Relevant when custom or enterprise opportunities have unclear requirements, several stakeholders and scope that needs structure before a proposal.
The sales process work is built around segmenting deal types and qualifying each one on its own terms, not forcing every account into one shape.
Without knowing what changed in the market or the approach, it is hard to know why. The diagnose stage exists specifically to identify what did not work before repeating it.
The Sales & GTM Engine and Fractional GTM Partner engagements can support an existing salesperson with process, CRM and reporting, rather than replacing them.
Addresses process and qualification consistency across mixed product and project deal types.
Confirmed only after a GTM Assessment, not assumed automatically for every company of this type.
If the target market itself is unclear, GTM & Market Validation may come first. If the gap is outreach volume, look at Pipeline Generation.
See how this fits the full engagement modelYes. Part of the work is defining separate qualification criteria for each deal type inside one shared CRM and reporting structure.
No. Technical delivery and project management remain with the client's own team. The engagement covers GTM, sales process and pipeline, not delivery.
No, though Sales & GTM Engine and Fractional GTM Partner tend to fit companies with existing sales activity. Earlier-stage software companies are usually better matched to GTM Starter or GTM Launch.
Tell me what you sell, who you sell to and what is getting in the way of growth. I will tell you honestly whether and how I can help.
