Fractional CRO for
Pre-Exit Technology Companies

The Situation

Clean revenue architecture and a provable sales methodology increase enterprise value.

Technology companies preparing for acquisition or recapitalization are valued on a multiple of revenue or EBITDA - but acquirers discount heavily for revenue that isn't repeatable, pipelines that aren't credible, and sales organizations that depend on a few key relationships. A fractional CRO in the 12-24 months before a transaction can materially increase enterprise value by building the revenue architecture that sophisticated buyers pay full price for.

What Acquirers Are Really Evaluating

Sophisticated acquirers of technology services companies evaluate four things in the revenue organization: pipeline quality (is the forecast real or aspirational?), process repeatability (can the revenue be generated without the founders?), methodology (is there a documented, teachable system or is it all relationship-based?), and market positioning (is the differentiation defensible or generic?).

A fractional CRO engagement with Kevin French builds all four in the engagement. Inversion Selling provides the documented methodology. MATH qualification provides pipeline credibility. The six-stage process provides repeatability. And the market positioning work Kevin French does as part of the CGO function provides the differentiated story that buyers pay a premium for.

Companies that have gone through this process before a transaction consistently report that the revenue architecture work - separate from actual revenue growth - was a meaningful factor in the multiple they achieved.