Who We Help
We don't consult for broad retail or traditional lifestyle businesses. We operate exclusively inside complex B2B technology architectures—ERP reseller networks, enterprise ISVs, and Tier-1 system integrators navigating high-friction commercial models.
Primary Ecosystem Alignment
ERP Resellers & VAR Channels
Partner networks scaling mid-market platforms (such as Acumatica, Wiise, or MYOB Advanced) past founder-led sales models. We install structural pipeline governance, strict stage-exit parameters, and uniform BDM qualification playbooks.
Enterprise ISVs (Independent Software Vendors)
Specialized B2B software vendors navigating multi-layered mid-market and enterprise procurement loops. We institutionalize a repeatable commercial framework so technical value maps directly to buyer economic metrics.
System Integrators (SIs) & Digital Transformation Practices
Teams managing complex, high-stakes infrastructure, cloud migrations, and heavy technical implementation scoping. We enforce discovery-led qualification and frontline deal governance that protects margin and conversion rate.
Qualification Parameters & Hard Limits
We enforce firmographic and deal-architecture filters to ensure our fractional sales leadership model delivers maximum leverage. Fit is defined by commercial complexity—not a single platform narrative.
We align exclusively with organizations facing high-friction commercial environments. For mid-market ERP resellers, sub-$5M single-entity accounts often lack the operational footprint to justify heavy platform deployments. However, for enterprise ISVs and System Integrators, firmographic size is secondary to deal architecture—we focus where pursuits involve multi-layered C-suite stakeholder maps, intensive presales technical scoping, and steep costs of buyer inaction.
Recognizable Operational Breakdowns
We are brought in by managing directors and board members when the existing commercial engine hits a structural ceiling. The typical structural symptoms look identical:
- ▪Demos as Product Tours: Frontline BDMs are jumping straight into full platform demonstrations before completing formal, exhaustive economic discovery.
- ▪Unreliable Pipeline Forecasting: The CRM pipeline looks healthy on paper, but closing targets slip month after month because deals are trapped in individual rep narratives.
- ▪Unquantified Cost of Inaction: Proposals are routinely issued without forcing the prospect's executive team to explicitly document the financial cost of keeping their legacy system.
- ▪Narrow Stakeholder Mapping: Sales reps are multi-threading too low in the procurement architecture, leaving the deal completely exposed to late-surfacing C-suite vetoes.
Pressure-Test Your Commercial Engine
Secure a direct 20-minute operational evaluation session on my Morgen calendar.