Approach
From market slide to signed pilot, in four moves.
What separates the two is translation, access and process.
- 1
Size it
Work out which accounts are addressable today: right segment, right trigger, a buyer with budget and permission.
- 2
Say it
Rewrite the pitch so a sponsor inside an institution can repeat it to risk, compliance and procurement without you in the room.
- 3
Systemize it
Build the CRM, sequences and reporting so the motion runs every week and survives a change of headcount.
- 4
Sell it
Open doors through introductions, then stay in the deal through diligence, pilot and contract.
Get the order right
Prove the market and the motion. Then build the team around it.
Strong tech wins the first customers.
Then the buyers get bigger and more regulated, and the instinct is to hire up to meet them: sales, business development and partnerships, all at once.
If nobody has defined the segments, the pitch and the partner gaps first, every hire starts from a blank page.
Hire first
- Sales, business development and partnerships hired at once
- Each hire defines their own segments and pitch
- Partner gaps found deal by deal
Build first
- Segments ranked and the pitch rewritten for risk and procurement
- Partner gaps named before the first hire starts
- The first hires inherit a playbook, a list and a plan
Your first sales hires should inherit a playbook, not a guess.
Who it is for
Three points where teams bring me in.
Founder-led
No go-to-market hire yet
The product is live and the founders are doing the selling.
I help find and open the first institutional accounts, then write down what worked so it becomes the playbook your first hire inherits.
Scaling
Opening several roles at once
Sales, business development and partnerships seats are all posted.
I define the segments, rank the partner gaps holding up deals and set up the CRM, so each hire starts with a list and a plan.
I can hold a seat while the search runs.
Established
Entering a new institutional segment
Your team sells well to crypto-native buyers and now needs banks, card issuers or asset managers.
I bring the segment knowledge: account plans, buying-committee maps, deal support and introductions.
How much of your market is addressable right now?
Tell me what you sell and who you are trying to sell it to.
I will give you a straight answer on whether I can help, and what I would do first.
Or write to [email protected]