GTM advisory for B2B enterprise SaaS

My Focus

Overview

B2B Enterprise SaaS, particularly in regulated industries, often means long sales cycles and feedback loops. As a result, founders must interpret the buying signals or lack of signals and know what changes to make in the middle of a deal. With 20 years of enterprise sales experience, I help companies to assess, plan, and implement changes in real time so that companies can hit their revenue milestones. My job is to shorten the learning curve leveraging my experience and skills.

Reasons for outreach

  • You need help with product market fit

  • You are moving to an enterprise sales motion

  • You are going through a transition in sales leadership

  • You want to move from founder-led to founder involved sales

My customers

  • Founders: Technical or first time founders

  • Company type: B2B Enterprise SaaS

  • Stage of company: Seed to $150mm ARR

  • Verticals: Insurtech, Fintech, Healthcare technology, and other highly regulated industries

  • Example products: AI / ML, applied data, enterprise applications, APIs…etc.

Our engagement

  • We discuss and agree on a scope of work

  • I learn about your business, processes, and goals

  • We identify the problems and create a roadmap to solve them

  • We meet on a weekly basis to monitor progress and make adjustments

My Services

Collaborate with founders from defining product-market fit to $2 million in ARR.

Services include:

  • Creating an Ideal Customer Profile (ICP)

  • Developing compelling messaging and value based on ICP

  • Prospecting for your ICP 

  • Advising founders on how to manage sales at the seed stage

  • Consult on the hiring process of your revenue team

Install the basic building blocks to hit your revenue targets and develope a successful founder-led sales motion

Assist founders as they move away from a founder-led sales approach and towards $10 million in ARR

Services include:

  • Define a GTM strategy that typically moves upmarket into an enterprise sales motion

  • Design & build the Series A revenue team 

  • Create a playbook for the team to execute

  • Collaborate with marketing to ensure there are ample leads

  • Manage the team during a leadership transition

Adding the right amount of structure will help your sales team to consistently reproduce the desired outcomes without wasting capital & time


Help founders shift from a sales-focused model to the management of multiple revenue streams

Services include: 

  • Designing & building the Series B revenue team including a CRO

  • Investing in the customer success function to drive renewals and revenue growth

  • Expand the partnerships or channels team to create more partner revenue

  • Build better collateral and playbooks based on real world evidence

  • Create a customer journey to drive customer adoption and value

In addition to direct sales, investing in renewals, upsells, partnerships, & channel sales will maximize revenue and create more consistent growth over time

About Chris Chen

I have accumulated nearly 20 years of experience managing revenue teams in highly technical companies within B2B SaaS across fintech, insurtech, and healthcare:

  • I have been CRO in several companies ranging from $1 million to over $130 million in ARR. I have worked at Noyo, Promise, Verikai, Yodlee, & WePay

  • I have brought to market and sold APIs, data, applications, AI/ML and workflow tools into regulated industries with long sales cycles like fintech, insurtech, and healthcare 

  • I have managed all parts of a potential revenue team including sales, SDRs, customer success, sales engineering, marketing, product, professional services, and onboarding

  • My super power is in identifying how a product can unlock value for a customer and then translating that understanding into a repeatable and scalable revenue motion. 

  • I received my MBA from Stanford University and my BA from the University of Michigan. 

  • I am an entrepreneur friendly revenue leader that can help you to manage through critical transition periods

In the Real World

  • Chris has been an invaluable advisor. Within 60 days, he enhanced our sales process and is now reshaping our lead generation strategy. His deep understanding of enterprise SaaS, fintech, and technical product sales in a start-up context has been crucial. Chris is not afraid to dive into the details to drive results and excels at simplifying complex problems and implementing effective solutions. I highly recommend him to any start-up seeking expertise in enterprise sales.

    Luthan Hill
    Head of Patnerships
    Salsa Technologies

  • I am thankful to work with Chris who has been super valuable as our GTM advisor. He helped us refine our ICP, pricing model, sales process, RFP responses, and lead generation. If you need a fractional CRO, ping him. He is awesome!

    Ben Verschuere
    CEO
    Treasure Technologies

  • A GTM Chat with Fin Capital

    I sat down with Stephanie Perez of Fin Capital to talk about account management