Inversion Kevin French - Inversion GTM
The Revenue Leadership
Transition in Technology Services
Technology services companies face a specific revenue leadership transition at three growth stages. Getting the transition right is the difference between scaling and stalling.
01
The Founder-Led to VP Sales Transition
When a technology services founder hands off revenue responsibility to a VP of Sales, the most common mistake is handing over a system that doesn't exist yet. The founder closed deals through relationships. The VP needs a system.
02
The VP Sales to CRO Transition
When a technology services company promotes or hires a VP of Sales into a CRO role, the most common failure is expecting a VP-level operator to think at a CRO-level strategic scope. They're different skill sets.
03
The CRO to CGO Evolution
When a technology services company's revenue model needs to change - not just improve - the CRO role is insufficient. The CGO owns the transition from the current model to the next one. This is the moment most technology services companies face in 2026.
04
The Fractional Bridge
At each transition point, a fractional CRO or CGO can bridge the gap - building the system, defining the role, and recruiting the right permanent leader - faster and at lower cost than a full-time hire into an undefined role.
"Most companies hire a CRO when they actually need a CGO. I know the difference - and I play both roles."
The Right Fit
This Is the Right Conversation If -
You're between revenue leadership hires
The period between full-time revenue leadership is the highest-risk moment for a technology services company. A fractional CRO & CGO bridges it.
You're not sure which role you need
The Growth Audit answers that question in 48-72 hours. Before committing to a full-time hire, know what you're hiring for.
Your current revenue model needs to change
Not improve - change. The person who runs the current model is not always the right person to design the next one.
You're PE-backed with a compressed timeline
A fractional CRO & CGO produces results in 60-90 days. A full-time hire produces results in 6-12 months.
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.