Fractional CRO for
Systems Integrators

The Situation

Systems integrators are facing longer procurement cycles, more sophisticated buyers, and increasing pressure to price on outcomes rather than effort.

Systems integrators sit at a complicated intersection: they're selling technical complexity to buyers who are simultaneously becoming more technical and more outcome-focused. The enterprise buyers who once relied on SIs to navigate platform complexity are increasingly capable of evaluating the complexity themselves - which means the SIs differentiation has to shift from technical knowledge to implementation outcomes and business impact.

The SI Revenue Problem

Systems integrator revenue problems cluster around three patterns: deals that were budgeted but didn't close (procurement processes that stalled), deals that closed but didn't expand (no structured expansion motion), and new logos that were won on price rather than differentiation (no sustainable competitive positioning).

Kevin French rebuilds SI revenue architecture around outcome-based positioning, a qualification system that identifies real opportunities versus procurement theater, and a sales methodology that works in complex, multi-stakeholder enterprise deals. Inversion Selling - with its MATH qualification and six-stage pipeline - was built specifically for the kind of long-cycle, committee-based decisions that SI deals require.