Inversion Kevin French - Inversion GTM
CRO vs CGO for
PE-Backed Technology Companies
PE-backed technology companies operate under specific constraints that change the CRO vs CGO decision. The timeline is compressed. The reporting requirements are specific. The exit preparation matters.
01
The Value Creation Mandate
PE firms have specific value creation timelines - typically 24-36 months. The revenue leadership decision needs to produce measurable results on that timeline. A fractional CRO or CGO can operate immediately. A full-time hire takes 90 days to start and 6 months to produce.
02
The EBITDA Discipline
PE-backed companies optimize for EBITDA. Revenue leadership that requires significant headcount investment before it generates returns is the wrong model. A fractional CRO & CGO generates returns before the cost of the engagement.
03
The Forecast Requirement
PE boards require forecast accuracy that most technology services companies are not equipped to produce. A CRO-level operating system makes the forecast a math problem - not a confidence exercise - within 60 days.
04
The Exit Preparation
The most valuable revenue leadership initiative in the 12-24 months before exit is demonstrating a scalable, repeatable revenue system that is not dependent on any single person, relationship, or product. That's the CGO mandate.
"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 period between full-time revenue leadership is 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 question 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.
We Don't Help Companies
Transform. We Help
Them Invert.
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.