Fractional CGO for
SaaS Companies

The Situation

Product-led growth has a ceiling.

SaaS companies built on product-led growth eventually hit the enterprise wall. Self-serve acquisition stops scaling. The deals that require sales have longer cycles, more stakeholders, and different buying criteria than anything the PLG motion was designed for. Most SaaS companies at this stage try to hire their way through the transition - a VP of Sales, then a CRO, then a new CRO when the first one doesn't work out. The problem is never the hire. It's the absence of a go-to-market architecture for enterprise sales.

PLG to Enterprise: The Architecture Gap

The gap between PLG and enterprise go-to-market is architectural, not tactical. PLG assumes individual users discover value and expand. Enterprise assumes buying committees evaluate ROI and make decisions over 6-18 month cycles. The qualification criteria, the sales motion, the success metrics, and the team structure are different in every meaningful way.

Kevin French builds the enterprise go-to-market architecture for SaaS companies making this transition. Inversion Selling - designed for the buyer-controlled era - is particularly well-suited to enterprise SaaS, where sophisticated buyers have already evaluated your category extensively before the first sales conversation.

The CGO engagement covers ICP definition for enterprise, positioning differentiation from PLG competitors, the enterprise sales methodology, the organizational structure required, and the success metrics that predict enterprise revenue health.