Scaling the GTM: From Founder-Led to Sales-Led Revenue with

Professionalizing Your GTM and Sales Enablement

Once you hit Series A, "founder hustle" is no longer a scalable revenue strategy. Drawing from my experience scaling Cognizant’s innovation practice from $300K to $60M ARR in 24 months, this session focuses on building the systems required for predictable growth. We will refine your Product-Market Fit (PMF) for enterprise buyers, audit your sales enablement collateral, and design outcome-based pricing models that move the needle. This is for technical founders ready to build a high-velocity sales machine that survives rigorous procurement scrutiny.

Hi, I'm Chris — a serial founder and product executive with 20 years in Silicon Valley. Over that stretch, the platforms and products I've led have generated more than $1.1 billion in cumulative commercial value, and I've managed cross-functional teams of up to 160 people across the US, Europe, India, and China.
What that really means for you: I've been in the rooms where the big decisions got made — and I've made plenty of the mistakes you're trying to avoid. At Elevance Health, I unified 30+ scattered AI projects into a single platform that delivered $500M in strategic savings. At SAP, I sketched an IoT platform on a whiteboard, secured $30M in internal funding for it, and grew it into a ~$250M/year business landing deals with Coca-Cola, Unilever, P&G, and Genentech. At Cognizant, I turned a struggling innovation practice from $300K to $60M ARR in under two years by reinventing its business model.
I mentor and advise at Stanford GSB, Alchemist, Techstars, and Plug and Play because I genuinely love this stage of the journey — the chaos, the doubt, the breakthroughs. First-time founders are where I do my best work.
I can help you with:

Finding product-market fit without burning through your runway
Sharpening your product, pricing, and positioning for adoption
Picking the market segments worth winning first
Building a GTM and sales motion — and hiring the right team to run it
Creating a pitch deck that actually gets meetings and closes rounds
Navigating technical and operational decisions when you don't have a CTO (yet)

Book an intro call and let's talk about what's in your way.