Software and SaaS
For B2B software companies that have product-market fit but need pipeline to come from a repeatable motion instead of a few great sellers. We find the segments you win, build the programs that reach them and make the forecast something you can plan around.
Where companies usually are when they call
Around $1M to $2M ARR
Founder-led
Most deals come through the founders' network. Pipeline dries up whenever they get busy.
Around $2M to $20M ARR
First real sales team
Reps are hired, but win rates vary wildly and nobody is sure which leads are worth working.
$20M ARR and up
Several motions at once
Self-serve, sales-led and expansion all compete for budget, and the forecast keeps missing.
What we're usually called in for
Open one to see what's usually going on underneath, and what we do about it.
What's going on
The founders know the buyer inside out, but none of that is written down, so new reps can't repeat it.
What we do
Turn your won deals into an ICP, a talk track and a pipeline plan your reps can run without the founders in the room.
What's going on
Plenty of product usage, but no clear signal for when sales should step in, so good accounts slip through.
What we do
Define product-qualified accounts from your own usage data and build a sales-assist motion around them.
What's going on
Accounts renew but rarely grow, and pricing doesn't reward customers for using more.
What we do
An expansion playbook, a value metric that grows with usage, and a pipeline target for existing customers.
What's going on
Costs went up and lead volume held, but qualified pipeline didn't follow.
What we do
Rebuild targeting around best-fit segments and judge every campaign on qualified opportunities instead of leads.
A typical first 90 days
Days 1–21
Diagnose
Funnel rebuild, segment scoring and interviews with buyers you won and lost.
Days 22–45
Focus
ICP, messaging and a pipeline model with a target for each channel.
Days 46–90
Build
Programs live, the first tests read out and a weekly scorecard everyone trusts.
Fit
A good fit
B2B software with paying customers and $1M ARR or more
A sales team, or a plan to build one this year
A CRM with at least a year of deal history, even if it's messy
Leaders ready to focus on fewer segments
Probably not a fit
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Pre-product companies looking for an outsourced team
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Consumer apps without a sales-assisted motion
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Teams that want lead volume at any cost
Next step
Tell us your ARR, your target and how deals come in today. We'll tell you where we'd start.
