[('What makes a fractional CRO different from a VP of Sales?', "A VP of Sales runs plays. A fractional CRO runs the system. The difference shows up in forecast accuracy, board conversations, and whether revenue scales when you're not in every deal."), ('How long does a fractional CRO engagement typically last?', 'Engagements start with a 3-month minimum. Most extend to 6-12 months as the revenue system is installed and the team is trained to run it.'), ('Do you work with technology services companies outside Philadelphia?', 'Yes. All engagements are conducted remotely with regular structured cadences. Location is not a constraint.'), ('What is the Growth Audit?', 'A 48-72 hour deep dive into your CRM, pipeline data, and go-to-market architecture. You receive a Red/Yellow/Green diagnostic and an Implementation Map showing exactly what to fix and in what order.')]

Fractional CRO - Technology Services

The Fractional CRO
Technology Services
Actually Needs.

Most fractional CROs are generalists. Technology services companies need someone who has run this business, understands the delivery model, and can see exactly where the go-to-market breaks.

The Problem

Why Generic Fractional CROs Fail Technology Services Companies

A generalist fractional CRO can fix a broken pipeline. They cannot tell you that your sales motion is optimized for a buyer who no longer exists, or that the labor arbitrage model your pricing is built on is being commoditized by AI. Technology services is a specific business with specific dynamics. The go-to-market problem is rarely just a sales execution problem.

The Delivery Model Gap

Most fractional CROs have never sold professional services

They optimize for SaaS metrics - ARR, churn, expansion. Technology services revenue runs on SOW value, renewal rates, and account expansion. The motion is different.

The Buyer Dynamics Gap

Enterprise procurement in technology services is unlike any other

Procurement committees, incumbent vendor relationships, multi-year contracts, and compliance requirements. The sales motion requires a peer-level advisor, not a vendor.

The Disruption Blindspot

AI is repricing technology services while most operators aren't watching

The fractional CRO who cannot connect your pipeline problem to your business model vulnerability is solving the wrong problem.

The Methodology Gap

Most sales methodologies were built before buyers had information parity

SPIN, MEDDIC, Challenger - all designed for a world where sellers controlled information. That world ended. Running an old playbook in technology services actively creates resistance.

What I Bring

25 Years Inside Technology Services

I have run revenue organizations at EPAM, BairesDev, Globant, and WPP's North American Digital Center of Excellence. I have managed enterprise accounts at the Johnson Controls, Mars, and Stanley Black and Decker level. I built the revenue engine behind a $200M acquisition. I know what technology services buyers actually respond to in 2026.

01

Delivery Model Intelligence

I understand how technology services is sold, delivered, and renewed. I can diagnose whether your pipeline problem is a sales execution issue or a go-to-market architecture issue - and they require completely different fixes.

02

The AI Disruption Context

I wrote The Last Billable Hour on this topic. I can map where your service line sits on the AI commoditization timeline and what your go-to-market needs to look like on the other side of it.

03

Inversion Selling Methodology

The methodology I built and deploy inside every engagement was designed specifically for complex B2B sales where buyers have information parity. It was built for your buyer.

The Engagement

How It Works

Every engagement starts with the Growth Audit - a 48-72 hour diagnostic that maps exactly where your revenue is leaking. Most clients see the retainer proposal before the audit is finished.

Ready to Talk?

If this resonates, start with the Growth Audit. A 48-72 hour deep dive that maps exactly where your revenue is leaking.

Book the Growth Audit

$2,500-$3,500 - No obligation to continue