Inversion Kevin French - Inversion GTM
The Technology Services
Go-to-Market Rebuild
When a technology services company's go-to-market needs a rebuild - not just an improvement - the process is specific. This is what it looks like.
01
The Diagnosis
Before rebuilding the go-to-market, you need to know what's broken. The Growth Audit takes 48-72 hours and produces a Red/Yellow/Green assessment of pipeline health, qualification criteria, ICP alignment, and revenue model sustainability.
02
The ICP Reset
Most technology services companies that need a go-to-market rebuild have an ICP that has drifted from the original definition. The buyers they are targeting are not the buyers who produce the best outcomes, shortest sales cycles, or highest retention.
03
The Positioning Rebuild
When every technology services company sounds the same - digital transformation, agile delivery, outcome-focused - the positioning needs to be rebuilt around something specific that can't be easily claimed. Kevin French calls this the named source positioning.
04
The Motion Rebuild
After the ICP and positioning are reset, the go-to-market motion needs to be rebuilt: the outbound sequence, the qualification framework, the pipeline stages, the forecast methodology, and the reporting infrastructure that makes the forecast a math problem.
"Most companies hire a CRO when they actually need a CGO. I know the difference - and I play both roles."
The Right Fit
This Is the Right Conversation If -
You're between revenue leadership hires
The highest-risk moment for a technology services company. A fractional CRO & CGO bridges it.
You're not sure which role you need
The Growth Audit answers that in 48-72 hours. Before committing to a full-time hire, know what you're hiring for.
Your current revenue model needs to change
Not improve - change. The person who runs the current model is not always the right person to design the next one.
You're PE-backed with a compressed timeline
A fractional CRO & CGO produces results in 60-90 days. A full-time hire produces results in 6-12 months.
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.