What a fractional CRO actually does
A fractional CRO is a senior revenue executive who runs your commercial function part-time and is accountable for the outcome: the ICP, the positioning, the pipeline, the forecast, the first hires and the operating cadence — not a consultant who advises from the side.
Go-to-market strategy. Defines the ideal customer profile with disqualifiers, the positioning a prospect can repeat back, and the pricing and packaging tied to an outcome the buyer can measure. This is Stage 01 and Stage 02 of the Revenue Foundation.
The revenue operating system. Installs pipeline stages with exit criteria, a forecast the board can trust, the KPIs that predict the quarter rather than report it, and the weekly cadence that keeps Sales, Marketing, Customer Success, Product and Finance moving together.
Discovery and qualification. Builds the discovery question set and a qualification discipline (I use MEDDIC) so the team stops carrying no-decision deals and the forecast stops surprising anyone.
The first repeatable deals. In a founder-led company I close the founding enterprise deals personally, then turn what worked into the playbook the company hires against.
Team building. Hires and onboards the first account executives and sales engineers, writes the compensation plan, coaches the team, and bridges the seat until a full-time leader is the right hire — then helps make that hire.
Not a lead-generation agency. Not an outsourced SDR team. Not a slide-deck consultant. Not a cold caller. A fractional CRO is an executive operator with a seat at the leadership table and a number attached to their name.
How this maps to my three ways of working is on Work With Me; the two-minute Revenue Scorecard will tell you which stage needs the help first.
How I work
Three ways to engage — the two-week diagnostic, the ninety-day foundation, the retained seat — and the terms in one paragraph.
Open »The Revenue Diagnostic
Thirty questions across six pillars, including the one nobody else scores: the AI agents already in your revenue engine. A score, three findings and a ninety-day plan.
Run the diagnostic »New essays and operator tools, as they publish.
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