Taking on 2 new clients this quarter · book the free diagnostic before the slots go
Fractional CRO · B2B Tech · India | USA | UAE

Revenue stalled?
It's the system, not the people.

I'm a fractional Chief Revenue Officer for B2B technology companies between $1M and $20M in revenue. I don't advise from the sidelines — I own your number, build your revenue engine, and hand it back stronger.

Book a 45-min revenue diagnostic → See how it works
20+ yrsbuilding inside sales engines
100+B2B tech engagements
IIM-LCRO Programme
$9.7M+qualified pipeline influenced

"A full-time CRO costs $350–600K a year. At your stage, that's the wrong first fix — what you need is the revenue system a great CRO builds."

Rohit Akkewar · Fractional CRO
Who it's for

Built for founders whose sales function has outgrown them

Four situations I step into. One shared trigger: revenue has stalled or turned unpredictable, and a full-time CRO is premature.

India

Indian SaaS & IT, $1–10M ARR

The founder is still the only reliable closer. Pipeline is chaotic, growth flattened after early traction, and hiring more reps hasn't moved the number.

USA

US startups with India GTM

You run an India-based SDR or GTM team you can't lead from 11.5 timezones away. You need senior revenue leadership on the ground, accountable to your number.

Two US-evening overlaps guaranteed every week — live deal reviews in your hours, team leadership in theirs.

India → Global

Indian firms going to US/UAE

$2–20M revenue, going international, no playbook for the US or Gulf motion — and hiring abroad too early is an expensive way to learn.

UAE / GCC

Gulf B2B tech, scaling regionally

C-level revenue leadership at 25–35% of full-time cost, with quarterly on-ground presence in Dubai and remote cadence in between.

Not a fit: pre-revenue companies (you need a salesperson, not a CRO) and founders looking for a silver-bullet closer instead of a system.

Why growth stalls

Two ceilings every B2B company hits

Revenue doesn't stall because people stop working hard. It stalls at predictable points — where the selling system stops scaling.

REVENUE Ceiling 1 · ~$1M Founder is the bottleneck — every deal needs them. Ceiling 2 · ~$5M Team grows, system doesn't. More reps ≠ more revenue. without a system: flat with a revenue system + CRO leadership FOUNDER-LED VP SALES ADDED SYSTEM-LED $1M $5M $20M+ THE GAP: you need CRO-level thinking here — long before you can justify CRO-level payroll
How we work together

Three engagements. Each one de-risks the next.

Every engagement starts with the Audit — a scored baseline that filters fit on both sides before any retainer.

Start here Step 01

Revenue Engine Audit

2–3 weeks · one-time
  • Your revenue engine scored 1–5 across 10 dimensions
  • Pipeline autopsy of your last 2 quarters, from your CRM
  • Team interviews and live deal ride-alongs
  • Prioritized 90-day fix roadmap, presented to founder/board
$3,000–5,000 one-time 50% credited to a retainer signed within 30 days
Step 02

90-Day Revenue Sprint

~2 days/week · 3-month commitment
  • Interim revenue leadership for one focused objective
  • Stand up outbound, fix conversion, or launch your US/UAE motion
  • Weekly revenue meeting, deal reviews, hiring support
  • Direct involvement in your top-10 deals
$6,000–10,000 / month billed monthly in advance, 3-month commitment
Step 03

Ongoing Fractional CRO

1–2 days/week · 6–12 months
  • Full CRO accountability: the number, forecast, board reporting
  • GTM planning, team leadership, comp design
  • Retainer + performance (5–10% of net-new ARR) or + advisor equity
  • Built-in transition plan to your full-time hire
Base retainer + upside performance or equity — your choice

Aligned by design: if the number doesn't move, I earn less. That's the honest answer to "will a part-time person be committed?"

What the audit deliverable actually looks like

Real pages from the readout — client data redacted. This is what your board sees at the end of week 3.

Sample Revenue Engine Scorecard readout page, client data redacted Your Revenue Engine Scorecard — 10 dimensions, scored and benchmarked Sample pipeline math readout page, client data redacted The math behind your target — from your own CRM

The cost equation

Same seniority of revenue leadership. A fraction of the cost. None of the hiring risk.

100%

Full-time CRO

$350–600K a year, fully loaded
  • 4–6 month search before day one
  • 12-month+ commitment, severance risk if it fails
  • Fixed cost — paid the same whether the number moves or not
  • Meaningful equity expected on top
25–35%

Fractional CRO

Top 20% of the role's value, at 25–35% of the cost
  • Starts in ~2 weeks with a scored audit, not a leap of faith
  • Scale up, down, or out quarterly
  • Performance-aligned — part of the fee rides on net-new ARR
  • Built-in handover to your eventual full-time hire
Inside the engagement

The first 90 days, week by week

No vagueness. Every client runs on the same operating skeleton — you know exactly what you're getting and when.

Days 1–15 · Diagnose

Find the leaks

Pipeline autopsy, CRM data audit, ride-alongs on live deals, team one-on-ones, ICP and positioning review.

You get: Revenue Engine Scorecard, pipeline-math model, quick-wins list

Days 16–45 · Rebuild

Fix the system

Sales stages with real exit criteria, outbound engine rebuilt, comp plan adjustments, hiring scorecards, forecast cadence installed.

You get: Sales playbook v1, sequences live, weekly revenue meeting running

Days 46–90 · Accelerate

Run the number

Deal coaching on your top-10 opportunities, pipeline reviews, board reporting, first performance milestones measured against baseline.

You get: QBR deck, forecast model, 12-month GTM plan

Weekly cadence: 60-min revenue meeting (I chair) · 30-min founder 1:1 · async deal reviews · monthly metrics readout vs. baseline · quarterly board-ready QBR
Proof

Three engines. Three different problems. Same system.

Recent engagements — companies anonymised, numbers real.

AI · US + India GTM

The pipeline that was fiction

Situation

US-based AI infrastructure startup, ~$2M ARR. India SDR pod booked plenty of meetings — almost none closed. The board saw a fat pipeline; the founders saw a flat number.

What we built

ICP re-cut to two segments that actually converted, stage exit criteria the whole team could pass a quiz on, retrained the India pod with on-ground leadership, US-hours coaching on every late-stage deal.

2.7xqualified pipeline in 2 quarters
12→19%win rate
$1Mfirst seven-figure quarter
"Rohit was the first person who told us our pipeline was fiction — then proved it from our own CRM. Two quarters later we had our first seven-figure quarter." Co-founder & CEO · AI infrastructure startup · San Francisco / Bengaluru
SaaS · India

Four quarters stuck at the same number

Situation

Indian B2B SaaS platform, ~$4M ARR, flat for four straight quarters. Founder was the only reliable closer; six AEs, none at quota; forecast was whatever Sunday night felt like.

What we built

Outbound engine from scratch — lists, sequences, SDR cadence. Pipeline-math review installed weekly. Comp plan rebuilt around qualified pipeline, not activity. Founder extracted from every deal under ₹8L.

1.6→3.4xpipeline coverage
70→30%founder-sourced revenue
+38%ARR in 3 quarters
"We didn't get a strategy deck. Rohit sat in our deal reviews and rebuilt how we sell. Nine months later ARR was up 38% — and I wasn't in every deal anymore." Founder & CEO · B2B SaaS platform · Pune
IT Services · India → US

Two failed US hires, then a system

Situation

~$8M Indian IT services company, 90% referral-dependent, determined to crack the US market. Two US sales hires had already failed — roughly $200K burned with zero logos to show.

What we built

Productized two service lines into fixed-scope offers US buyers could evaluate, built the outbound engine around trigger events, repriced for US procurement, ran US-hours cadence twice a week.

6US logos in 2 quarters
$1.2Mnew US revenue, year 1
15%of revenue now from US
"We burned two US sales hires before this. Rohit productized two offerings, built the machine, and we landed six US logos in six months — at a third of the cost of another bad hire." Managing Director · IT services firm · Hyderabad

Company names withheld under confidentiality. Engagements delivered as consulting through TheInsideSales® — references available on request.

Rohit Akkewar, Fractional CRO
Meet me in 60 secondsWho I help, how I work, and what "owning your number" means
About

An operator, not an advisor

Most fractional executives manage dashboards. I've spent two decades inside the machinery.

20
20+ years building inside sales engines

Hands-on — lists, sequences, calls, pipelines, teams. Not observing the work; doing it.

100
100+ B2B tech engagements

7+ years consulting through TheInsideSales® across India, the US and the Middle East.

IIM
IIM Lucknow CRO Programme

Certified revenue leadership at the CRO level.

+
A proven execution arm

I can bring an SDR execution team into the engagement — strategy and execution from one accountable leader.

The framework · Score yourself

Ten dimensions. One scored answer.

The Revenue Engine Scorecard — the diagnostic behind every audit. Rate yourself honestly: 1 = absent or broken, 3 = exists but inconsistent, 5 = systematic and measured.

01 ICP clarity & segmentation
02 Positioning & messaging
03 Pipeline math
04 Pricing & packaging
05 Outbound engine
06 Inbound & marketing alignment
07 Sales process & exit criteria
08 Tech stack & data hygiene
09 Forecasting discipline
10 Retention & expansion

Want the full scorecard? The complete workbook — all 10 dimensions with "what good looks like" criteria, benchmarks and the pipeline-math model. Enter your email and the download unlocks instantly.

Do the math

Will you hit this year's target?

Four numbers from your CRM answer it. Most founders can't name two of them — this takes 60 seconds.

–Pipeline coverage
(3.0x or better = healthy)
–Expected revenue from current pipeline
–Gap to target
–More closed deals needed
–New qualified pipeline to create
FAQ

The questions founders actually ask

Will a part-time CRO actually be committed?
More aligned than a full-time hire, arguably. My retainers carry a performance component tied to your net-new ARR — measured from your CRM, trued up quarterly, capped so your CFO can budget it. If the number doesn't move, I earn less. Very few full-time executive offers carry that clause.
How is this different from hiring a sales consultant?
A consultant hands you a report and leaves. I take a seat inside the company: I chair your weekly revenue meeting, coach your top-10 deals, own the forecast and report to your board. Accountability for the number, not recommendations about it.
We already have a VP Sales. Do we still need this?
Often, yes — and it makes the VP better, not threatened. A VP Sales runs the team that closes deals; a CRO owns the whole revenue system: marketing-sales handoff, pricing, retention and expansion, forecast discipline. At $1–20M you usually need CRO-level thinking before you can justify CRO-level payroll.
What happens when we're ready for a full-time hire?
That's the goal, and it's built into every engagement. Each retainer includes a transition milestone: I help you scope, interview and onboard your full-time VP Sales or CRO — who inherits a working machine instead of a rebuild. My job is to make myself unnecessary.
Why does every engagement start with a paid audit?
Because it protects both of us. You get a scored, evidence-based baseline and a 90-day roadmap you can execute with or without me. I get to confirm the problem is one I can fix. And if we do work together, 50% of the audit fee credits against your retainer — plus the baseline is what performance fees get measured against, so there's never a dispute about what "improvement" means.
Which time zones do you work across?
Based in India, working across India, US and Gulf hours. US clients get two evening overlaps per week guaranteed; UAE clients get quarterly on-ground visits in Dubai plus weekly remote cadence.
What don't you do?
Pure lead-generation execution without the CRO mandate (I'll refer you to a specialist partner for that), unpaid pilots, success-fee-only arrangements, and working with two competitors in the same niche at the same time — that last one is written into my agreement.

45 minutes. No charge. No deck.

A working diagnostic call — you'll leave with at least one fix you can make this quarter, whether or not we ever work together.

Book the diagnostic call → WhatsApp me directly rohit@fractional-cro.in Taking on 2 clients this quarter · India, US and Gulf time zones