Inversion For Technology Leaders from Consulting Firms
Technology Consulting
Revenue Leadership
Revenue leaders from technology consulting firms - Slalom, Thoughtworks, Perficient, Virtusa, Ness Digital, Endava, Capgemini - bring methodological rigor and enterprise relationships. They also bring assumptions about sales cycles, deal sizes, and client relationships that don't always scale to mid-market technology services companies.
The Context
When the Old Playbook
Stops Working.
Technology consulting firms win business through RFP responses, platform partner relationships, and long-cycle enterprise sales processes. Mid-market technology services companies need a revenue system that generates pipeline more efficiently than that - without sacrificing the rigor that made the consulting approach credible.
Kevin French has worked alongside technology consulting leaders for 25 years. He built Inversion Selling specifically because the existing methodologies - SPIN, Challenger, MEDDIC - were designed for a world where sellers controlled the information. Technology consulting buyers now enter the process more informed than most sellers.
01
The RFP Dependency
Technology consulting firms live inside procurement processes. Mid-market firms that adopt this model find themselves competing on price and scale against firms they can't beat on either dimension. A CGO builds the positioning that gets you out of the RFP.
02
The Methodology Commodity
Agile, design thinking, and digital transformation are table stakes. Every consulting firm uses them. The firms that win in 2026 are selling specific outcomes with specific evidence. A CRO builds the motion that produces that evidence.
03
The Platform Partner Trap
Many technology consulting firms built their new business development around platform partner relationships - Salesforce, SAP, Workday. When the platform commoditizes, the partner relationship doesn't sustain revenue. A CGO builds the independent positioning.
04
The Talent Dependency
Consulting firms that win business based on the reputation of specific senior consultants have a structural revenue problem. When those consultants leave or get promoted out of client delivery, the revenue goes with them. A CRO builds the system.
"Most companies hire a CRO when they actually need a CGO. I know the difference - and I play both roles."
If Any of This
Landed, Let's Talk.
If I'm wrong about your situation - if this is a product problem or a market problem instead of a revenue leadership problem - I'll tell you in the first 15 minutes. No deck. No demo.