Pipeline and forecasting
Qualification standards, pipeline stages and a forecast the board can rely on.
Fractional CRO
A fractional CRO for technology businesses ready to scale.
Senior commercial leadership on pipeline, pricing, retention and team structure, for businesses that need CRO-level thinking now but aren't ready for, or don't yet need, a full-time hire. Based in Sydney, working with technology businesses across Australia, New Zealand and the UK.
The role
What a fractional CRO does
A fractional CRO takes a seat in your leadership team on a part-time basis, owns the commercial priorities and is accountable for results until a permanent leader is in place. The work covers four areas.
Pricing and packaging
Pricing reviewed against the current market and customer base, and packaged so the sales team can sell it consistently.
Retention and expansion
Onboarding, customer health and renewals managed as part of revenue, so growth isn't lost after the sale.
Team structure and cadence
Clear decision ownership, the right roles in the right order, and an operating cadence that keeps everyone accountable.
Signs it's time
When a fractional CRO makes sense
Most businesses reach for fractional commercial leadership at a turning point: the product has proven itself, and the commercial engine needs to catch up.
- Revenue still depends on the founder being in every deal
- The pipeline can't be forecast with confidence
- You need a first or replacement sales leader, but the role isn't defined yet
- Pricing hasn't moved in years, or changes deal by deal
- Churn or slow renewals are eating into growth
- A raise, sale or board review needs a credible commercial plan
How it works
From diagnosis to handover
Every engagement starts with evidence, runs on an agreed cadence and ends with a clear handover.
A structured read
A diagnostic read of the current commercial engine, ending in agreed constraints with the evidence gaps named.
Scope and cadence
A prioritised action list with owners and dates, and a working cadence set to the size of the problem: weekly, fortnightly or project-based.
Leadership and handover
Direct involvement in pipeline, pricing and retention decisions, then a clear handover once a full-time leader is hired or the gap is closed.
Who you work with
Joel Smith, founder of Rev-IQ
Joel is a technology CEO whose career spans three decades across telecommunications, mobile and data, technology services, on-premise software and SaaS in Australia, New Zealand and the UK. He has led commercial functions at CRO and Group CEO level, most recently as Group CEO of a group of MedTech software businesses across Australia and New Zealand.
More about Joel →
Questions
Fractional CRO questions
What does a fractional CRO do?
A fractional CRO owns the commercial engine on a part-time basis: the revenue plan, pipeline and forecasting, pricing, retention and the structure of the team that runs them. It is a seat in the leadership team with accountability for results, rather than a report with recommendations.
How is a fractional CRO different from a consultant?
A consultant typically diagnoses and recommends, and your team does the work. A fractional CRO sits inside the leadership team, owns commercial priorities and is accountable for results until the gap is closed or a permanent leader is in place.
When should we hire a full-time CRO instead?
When the commercial model is clear, the role is well defined and the business can carry the cost of a full-time executive. A fractional engagement often helps get there: it defines the role, builds the operating cadence and hands over to the permanent hire.
How much time does a fractional CRO spend with the business?
The cadence is agreed up front and set to match the size of the problem: weekly, fortnightly or project-based. It is reviewed as the work progresses.
Do you work with businesses outside Sydney?
Yes. Rev-IQ is based in Sydney and works with technology businesses across Australia, New Zealand and the UK.
How do we get started?
Start with a short conversation about what's going on. If fractional leadership looks like the right fit, the next step is a structured read on the commercial engine, so the scope is based on evidence.
Free frameworks to start with
Next step
Book a strategy conversation