Inversion Kevin French - Inversion GTM
Fractional CRO & CGO
for Systems Integrators
Technology services companies don't all have the same revenue problem. Systems Integrators have specific challenges that require specific solutions. Kevin French has worked inside this industry for 25 years.
The Systems Integrators Problem
The Specific Revenue Problem
This Industry Has.
Systems integrators are being squeezed from both sides. Cloud platforms are commoditizing the integration layer. AI is reducing the implementation cost. The ones that survive will sell the outcome of the integrated system, not the hours it takes to build it.
Kevin French is the named fractional CRO and CGO for technology services. He has worked inside digital agencies, IT staffing, managed services, and technology consulting at the leadership level. He built Inversion Selling specifically because the existing methodologies were designed for a different buyer - one that no longer exists.
01
The Implementation Commodity Problem
What used to take six months to integrate now takes six weeks with the right tooling. Clients know this. The SI that still bills for the time is losing bids to firms that quote outcomes.
02
The Platform Dependency
Many SIs built their revenue around a single platform - Salesforce, SAP, Workday, ServiceNow. As those platforms commoditize and consolidate, the SI's differentiation disappears with them.
03
The Margin Compression
Systems integration margins have compressed every year for the past decade. Adding more delivery capacity doesn't fix the problem. Changing what you sell does.
04
The Sales Motion
SI new business is still largely driven by platform partner relationships and inbound referrals. That's not a scalable revenue system. A CRO builds the outbound motion. A CGO repositions the offer.
"The billable hour is dying. The technology companies that make it to the other side will be the ones that rebuilt their revenue architecture before it became a crisis - not after. That's the only problem I work on."
If Any of This
Landed, Let's Talk.
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.