Winning today takes a customer-centered, AI-first technical field. We build it.
Clear ownership from discovery to expansion, business cases a CFO accepts, and AI agents behind every seller. That is the team that wins and grows, and we fund the change out of the efficiency we find along the way.
Each role gets its own page, in its own language. Start with yours.
| Evaluate | Purchase | Deploy | Adopt | Expand | |
|---|---|---|---|---|---|
| Account exec | A | R/A | I | I | R/A |
| Sales engineer | R | R | C | R | |
| TAM / CSM | R | A | R/A | R | |
| Services | C | R | R | R | R |
| Support | C | C | R |
Success stories
Class-leading results, delivered within a quarter, without new investment.
The engagement that turned gross retention around also freed $3.5M from a $40M technical field budget in one quarter and reinvested $1.5M of it in AI capability. Growth paid for itself.
Measured against each company's starting baseline. Results from engagements and operating roles held by our principals; client names withheld.
Six focus areas where we can help you grow
The places where the technical field most often holds a company back, and what we do about each. In every one, agents take the repeatable work and people take the judgment calls.
Presales that drives long-term growth
For presales and SE leaders, and the CROs they report to, whose technical win rate, POC conversion or SE capacity has stalled.
WinBusiness value in everything you sell, AI-first
For revenue leaders who want every seller putting a credible number in front of a CFO, and who are deciding whether and whom to hire for value engineering.
WinAI value engine
For companies that want value-assisted pipeline coverage without adding headcount.
Land and expandCustomer growth journey workshop
For leadership teams that disagree about who owns deployment, adoption, renewal and expansion.
Land and expandPost-sales as a growth engine: value-led, AI-first
For CCOs and heads of customer success who own net retention and want post-sale to drive it.
TransformTechnical field transformation
For CROs, CCOs and CEOs whose presales, FDE, services, TAM and support teams have grown in layers and no longer add up to growth.
How a transformation engagement runs
A typical seven-week path from kickoff to a field that owns the new model, adapted to each company. Growth metrics are baselined in week one and reported weekly from week four.
Mobilize
Executive sponsor sends air cover, access is provisioned, and leaders share what they know.
Discover
Structured interviews with functional leads and ICs, plus data discovery: retention by tier, win and loss, ticket cost, time allocation.
Define
A leadership offsite sets the future lifecycle, swimlanes and priorities.
Validate
Ride-alongs, skills inventory and customer interviews test the draft against reality.
Decide
Executive readout. The sponsor approves structure, roles and talent plans.
Roll out
Regional workshops, field certification, and handover to the leaders who will run it.
Value Advisors
Every seller selling on value, every customer shown what they got. Our sister practice builds business value agents for Claude: research an account, size the value at stake, write the point of view, and track realized value after the sale. Every number traces to a source or a stated assumption.
- 1Setup4 agents
- 2BDR support3 agents
- 3Opportunity and POV5 agents
- 4Business case3 agents
- 5Proposal1 agent
- 6Post-sale2 agents
Operators, not a slide factory
Principals who have run presales, value and post-sale teams from Series B to IPO, plus associate advisors for specialist work.
Start with a growth diagnostic
Thirty minutes on your numbers: win rate, retention, services attach, support cost. You leave with the two or three changes we would make first.