Fractional CRO for Engineering
Services Companies

The Situation

Engineering services companies competing with EPAM, Globant, and Endava need revenue leadership that understands the specific dynamics of technology outsourcing and product engineering.

Engineering services companies - firms that provide software development, product engineering, and technology delivery teams to enterprise clients - are navigating a specific disruption pattern. The labor arbitrage model that built EPAM, Globant, Endava, and their peers is being attacked from two directions: AI is making each engineer dramatically more productive (compressing the market for additional headcount) and clients are increasingly building internal engineering capability rather than outsourcing it.

Competing in Engineering Services

Mid-market engineering services companies competing with EPAM and Globant don't compete on scale. They compete on vertical depth, technical specialization, or delivery quality in specific niches. The go-to-market challenge is translating that specialization into a sales motion that consistently generates opportunities within the niche - rather than chasing any deal that looks winnable.

Kevin French has worked inside this market - most recently at Globant, where he managed a portfolio of major enterprise accounts. He knows the enterprise buyer dynamics, the procurement processes, and the specific objection patterns that engineering services firms face. Inversion Selling - built for the buyer-controlled era - is particularly effective in enterprise technology procurement, where buyers have extensive vendor experience and are highly skeptical of generic pitches.