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 45-minute conversation before anything else.
We don't send prospects to Calendly and hope. Every engagement starts with a call 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 45 minutes, we shake hands and part well. If we are, we move to a Sprint or straight into a full engagement depending on your stage.
02 / The Validation Sprint
Proof and positioning before retainer.
The Sprint runs 45 days for a flat fee and produces three outputs: qualified meetings on your calendar, a validated Ideal Customer Profile built from those conversations, and a market evaluation that tells you where your product actually fits in North America and Latin America.
Week one we align on definitions — what counts as qualified, which buyer personas to test, what the market validation hypothesis is. Weeks two through five we execute — outbound, meetings, conversations, and structured notes on every one. Week six we synthesize and deliver the ICP and market evaluation in a working session with you.
Most clients start here. Most Sprints convert to a retainer. A few don't, and those are just as valuable — a clean "this market isn't ready yet" is worth more than a year of paid guessing.
03 / The retainer begins
Parallel motions on both tracks.
Direct sales picks up from Sprint momentum. We're running discovery calls, building pipeline, and managing proofs-of-concept that came out of the Sprint meetings. At the same time, the channel work starts: identifying the five to ten most strategic managed service providers or regional integrators for your product, opening conversations, and aligning on the commercial model.
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.
Within the first few months after the Sprint, 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 as Tier 3 kicks in — 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 engagement is designed as a year minimum. 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.