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.
I work best with founders who've raised their seed or Series A and are now facing the hardest stretch: turning early traction into a repeatable, scalable business. You've shipped something people want. Now you need to land enterprise customers, hire your first real GTM team, and write a Series A or B narrative that holds up to partner-level scrutiny — without losing the magic that got you here.
I've been in the rooms where those decisions got made, and I've made plenty of the mistakes you're about to face. 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.
I can help you with:

Moving from early traction to repeatable, scalable revenue
Landing and expanding enterprise customers (procurement, security reviews, multi-stakeholder sales)
Sharpening pricing and packaging for real adoption, not just signups
Building the right GTM motion and hiring your first VP Sales or Head of Product
Crafting a Series A or B narrative that actually closes the round
Navigating the technical, compliance, and operational decisions that become deal-blockers at enterprise scale

Book an intro call and let's clear your blockers out of the way.