How We Work
The first 90 days.
From signed contract to a functioning sales and channel motion. Here's what actually happens.
01 / The fit call
A 15-minute conversation before anything else.
Every engagement starts with a 15-minute call, booked directly on our calendar, where we decide together whether there's a fit. We ask about your product, your target buyer, your current pipeline, and what you've tried. You ask about our model, our pricing, and what we've done. If neither side is convinced after 15 minutes, we shake hands and part well. If we are, we move to the audit.
02 / The GTM Audit
Proof before any retainer.
The audit runs two weeks for $750, credited to month one if you continue, and produces two deliverables: your own list cleaned, enriched, and scored, with your top twenty accounts and the reason each one fits, and a founder's-week baseline that puts a number on how much of your time goes to selling and writes the three to five jobs you would hand off first.
Week one we load, dedupe, and enrich your export and mine your last ten to twenty customers for what they had in common. Week two we score, rank, and hold the one 60-minute call about your calendar. The closing call presents both deliverables and asks one question: which number matters most in the next 90 days. A build proposal follows within 48 hours.
Every client starts here. Most audits convert to a retainer. A few do not, and those are just as valuable: a clean "this is not the right time" in writing is worth more than a year of paid guessing.
03 / The retainer begins
Parallel motions on both tracks.
The system goes live on the audit's list: signal watch on, morning queue running, first messages approved and out in week three. On Pipeline Engine, meetings start landing on your calendar from month two. On Channel and Sales as a Service, the audit expands into a three-week scoping sprint (partner economics, hand-off design, messaging, the plan, also credited), then direct sales starts and the first partner conversations open: the five to ten managed service providers or regional integrators most strategic for your product, and the commercial model they will need.
This is the month where the founder sees the shape of the engagement and starts to trust the process.
04 / The channel takes shape
First partner-sourced opportunities.
On the twelve-month term, within the first few months after the audit, you should have at least one signed channel partner and the first partner-sourced deals in pipeline. That's the inflection point: the moment the business starts to compound without us pushing every revenue dollar directly.
From there the mix shifts. More partner-sourced pipeline. More enablement work, less raw outbound from us. Industry events layered in when they earn it, quoted per event: we represent you at two to four events per year, either as your primary sales presence or alongside you at booths and sponsorships. That's the engagement working as designed.
05 / Compound, don't churn
Compound, don't churn.
The channel term is twelve months, on purpose. Channel doesn't compound in 90 days. It compounds over 12 to 18 months of consistent motion: partner enablement, co-marketing, joint pipeline reviews, quarterly business reviews, and consistent event presence. We stay as long as we're adding value. When we're not, we hand off the partner relationships we built and step away cleanly.