Inversion Kevin French - Inversion GTM
VP Sales vs CRO
in Technology Services
The difference between a VP of Sales and a CRO matters enormously in technology services. Most companies don't know which one they actually need until they've spent 18 months and $400K finding out.
01
The VP of Sales Runs Plays
A VP of Sales is an executor. They manage a sales team, run a pipeline, hit a quota. They operate the system. They are not responsible for designing the system. When the system is broken, a VP of Sales can't fix it - they can only run it faster into the wall.
02
The CRO Runs the System
A CRO is accountable for the entire revenue architecture - not just the sales team. Pipeline generation, qualification criteria, forecast accuracy, handoff from marketing, team structure, compensation design. The CRO owns the system, not just the execution.
03
The CGO Owns the Model
A CGO is accountable for the go-to-market model itself - the ICP, the positioning, the pricing architecture, the channel strategy, the business model evolution. When the system is right but the model is wrong, you need a CGO.
04
The Fractional Advantage
A fractional CRO & CGO gives technology services companies access to both capabilities without the 18-month search, the $400K salary, and the risk of hiring the wrong one. Kevin French plays both roles inside a single engagement.
"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.