Operate
Your go-to-market, run by someone who has run one.
You have the product, the team, and the motion. What is missing is the operator. NVG8 embeds as a fractional CRO, COO, or Chief Partner Officer and runs sales, partnerships, and RevOps alongside you, on your stack, for the quarter it matters. What we learn running it is what we build next.
Why fractional
A full-time executive is the right answer eventually. Usually it is the wrong answer right now.
A CRO, a COO, or a Head of Alliances costs a six-figure salary before they have shipped anything, and takes six to nine months to ramp. Most early motions do not survive that wait.
Fractional flips the order. You get the operating experience first, on the quarter you are in, at a fraction of the cost. And when the role does need a permanent owner, you already know what that role does, and what good looks like.
Three stages
Where is your go-to-market today?
Sales, partnerships, and RevOps move through the same three stages, whether the motion is direct, through partners, or both. The stage decides the work, the duration, and the days a week. We start by naming the stage.
If partners are part of the motion, Establish includes a partner map that goes past the Salesforce field and the SIs. Here is how we build one.
Establish
3 to 6 months · up to 2 days a week
The motion does not exist yet. Build the foundation.
Early-stage companies with a working product and a known market. Usually a founder who is still selling, recruiting partners, and running ops alongside everything else.
- A go-to-market plan with a named target list, not a wish list
- The first repeatable sales motion: who you sell to, how you qualify, and a pipeline you can forecast
- A partner map, if partners are part of the motion: past the Salesforce field and the SIs, to the partners who earn when your customer does
- The operating framework the motion runs on: cadence, metrics, decision rights
Grow
3 to 12 months · up to 2 days a week
The motion works. Now it has to run without the founder.
Companies where the founder, or a generalist, is still doing the operator’s job in sales, partnerships, or RevOps. The motion is real; the system is not.
- People, process, and technology integrated into one operating blueprint
- The first systems that stretch a small team: rep briefings, pipeline rollups, partner updates, enablement content
- A revenue plan per segment, channel, or partner tier, with the metrics the board asks about
- The performance loop: what the team is doing, what is shipping, what happens next
Scale
3 to 12 months · up to 2 days a week
Several motions, several markets. The constraint is coordination.
Go-to-market that has become more than one motion, such as direct, partner, and expansion, and now has to be run as one.
- Resource allocation: which segments, channels, and motions earn the next dollar
- Market expansion and coverage decisions backed by pipeline data, not tenure
- Leadership bandwidth: strategy, key relationships, and the calls that need a senior operator
- The board story: a go-to-market that reports itself
What the engagement is
Operator time, not a deck.
Options
Fractional CRO, COO, or Chief Partner Officer, with a fractional RevOps lead when the motion needs systems, not just direction.
Availability
Up to 2 dedicated days per week of operator time, adjustable as the motion moves.
Duration
3 to 6 months for Establish. 3 to 12 months for Grow and Scale. Priced on duration and days per week; you know the number before we start.
Who it is for
If the motion is real and nobody owns it yet.
B2B software companies, including ISVs in the Salesforce ecosystem, where the founder or a generalist is still running sales, partnerships, or ops alongside everything else. Companies where partner-sourced revenue is a real number, not a hope.
And if you are hiring a permanent executive, this is how you find out what that person has to do, and what good looks like, before you sign.
From the work
What this has looked like.
What it actually takes to launch a net-new ISV on the Salesforce AppExchange
Embedded as fractional ecosystem lead and built the go-to-market from scratch: AppExchange listing, Salesforce field activation, a strategic ISV reseller partnership, and an SI partner program. About 28 months.
Eleven partners, 815 opportunities, and a scorecard the board could read
A partnership assessment, a sourced versus influenced partner taxonomy, a scorecard across 11 named partners, and the enablement layer. $47.5M partner-influenced active pipeline at delivery.
Start here
Which stage is your go-to-market in?
Thirty minutes on where the motion is today, and what the next stage needs. No deck, no obligation.