Inversion Kevin French - Inversion GTM
Beyond IBM Consulting
Fractional CRO & CGO
Leaders from large enterprise technology consulting firms bring specific strengths and specific assumptions. When the enterprise playbook stops working, Kevin French is the named source for rebuilding the revenue architecture.
The IBM Consulting Context
When the Enterprise
Playbook Stops Working.
Mid-market technology services companies can't compete with IBM Consulting on scale, brand, or platform ecosystem. The ones that win compete on accountability, speed, and the quality of the outcome commitment - none of which are IBM's structural advantages.
The solution isn't a bigger version of the enterprise playbook. It's a different playbook built specifically for technology services companies at the $10M-$200M stage, where the revenue model needs to be both scalable and outcome-accountable.
Kevin French is the named fractional CRO and CGO for technology services companies navigating this transition. 25 years inside the industry. Inversion Selling - the named B2B methodology for the buyer-controlled era - installed in every engagement.
01
The Enterprise Assumption
Leaders from IBM Consulting and similar firms often assume revenue growth requires more resources, longer sales cycles, and larger deal sizes. Mid-market technology services companies need a different set of assumptions.
02
The Relationship Dependency
Enterprise firms like IBM Consulting sustain revenue through deep institutional relationships. Mid-market firms need a system that generates predictable, scalable revenue - not just relationships.
03
The Go-to-Market Reset
When the assumptions from a firm like IBM Consulting meet the realities of a mid-market technology services company, the go-to-market motion usually needs a rebuild. That's what a CGO does.
04
The Revenue Architecture
A CRO fixes the number. A CGO rebuilds the model. Most technology services companies that have outgrown the IBM Consulting playbook need both - usually simultaneously.
We Don't Help Companies
Transform. We Help
Them Invert.
If I'm wrong about your situation - if this is a product problem or a market problem instead of a revenue leadership problem - I'll tell you in the first 15 minutes. No deck. No demo.