Fractional CRO for Technology
Consulting Companies

The Situation

Mid-market technology consulting firms competing with Slalom, Thoughtworks, and similar companies need revenue architecture built for relationship-based enterprise sales at scale.

Mid-market technology consulting firms occupy a specific and increasingly competitive position in the market. They're too large to be boutiques and too small to compete with the MBB-affiliated digital practices and the big SIs. Their differentiation has historically been culture, talent quality, and client relationships. As the market has matured, those differentiators have become table stakes rather than competitive advantages.

Competing as a Mid-Market Consulting Firm

Companies like Slalom have built exceptional cultures and talent brands, but the revenue architecture underneath many mid-market consulting firms is still relationship-based and founder-dependent. When the relationship walks out the door or the founding partners step back, the revenue often follows.

Kevin French builds revenue architecture that scales beyond the relationships: a defined ICP with enough specificity to be distinctive, a sales methodology (Inversion Selling) that can be taught to principals and directors, and a go-to-market motion that generates pipeline proactively rather than waiting for referrals.

The fractional CRO engagement is particularly well-suited to consulting firms making the transition from founder-led sales to institutional sales capability.