You cannot tell which part of the funnel is healthy.
Each person on your team may count a qualified lead or a win differently. Operational Data gives you shared definitions and numbers before you add headcount or spend.
See Operational DataGo-to-market builds for founders, with a defined result up front.
Four fixed-fee builds and a flexible retainer, led by an experienced sales leader, for founders who are selling today.
How we work
Each fixed-fee build gives you a defined result up front. The flexible retainer is the natural next step, with ongoing support in the amount of time you choose. Pick the mix that fits where you are.
What every build includes
- Working sessions with you, and with your team leads where it helps.
- Deliverables you keep when the build ends.
- A defined result up front, for a fixed fee.
- A path into the flexible retainer, if you want ongoing help.
Fixed fee for each build. Retainer scoped to the time you choose.
Why founders call
Six moments that bring founders to this work
You are about to hire and the role is vague.
A loose job description and an improvised interview make the right hire harder to find. Hiring and Role Design defines the role and the process before you start.
See Hiring and Role DesignOnly you can sell it well.
What works in your best conversations lives in your head. First Sales Motion and Enablement turns it into a pitch and a process someone else can run.
See First Sales Motion and EnablementYour first calls do not turn into second calls.
Buyers take the call but cannot say how you differ, or what to do next to evaluate you. First Sales Motion and Enablement builds a pitch from what customers respond to, and the steps from first conversation to close.
See First Sales Motion and EnablementCustomers sign, then experience something different.
What marketing and sales promised does not always match what happens after the contract. Customer Lifecycle Handoff and Growth Design maps who owns each handoff and plans growth from the start.
See Customer Lifecycle Handoff and Growth DesignYou want an experienced partner, not a project.
You are still learning what works, or your team needs steady coaching. The Flexible Retainer gives you ongoing help in the amount of time you choose.
See the Flexible Retainer
Fixed-fee builds
Four fixed-fee builds, each with a defined result
Operational Data
Package 1
Know whether your go-to-market is actually working, before you add headcount or spend.
Who it's for:
Founders selling today who want a clear view of which parts of the funnel are healthy, where to improve, and why. You have deals and customers; this gives you a shared, trusted set of numbers to steer by.
What you get
- A defined set of go-to-market metrics covering the full customer journey, from first interest through renewal and expansion (the "bow tie" view)
- Clear definitions for each metric, so everyone means the same thing by "qualified," "won," and "retained"
- Your measurement set up so you can track results continuously over time in your existing CRM or tools
- Coaching on how to read the numbers and use them to agree with your team on where each person puts their effort, in a working session with you and your team leads
How it works:
Four weeks, part-time, with a fixed start and end date. Week 1: kickoff and review of how you track things today. Week 2: define the metrics. Week 3: build the measurement. Week 4: handoff session.
Fee: Fixed fee, scoped to your needs.
Hiring and Role Design
Package 2
Define the role and run the hiring process so you land the best possible go-to-market hire.
Who it's for:
Founders who are about to hire into go-to-market (a first seller, a sales or marketing leader, customer success, or revenue operations) and want to get the role, the profile, and the interview process right. A precise job description and a disciplined interview process give you the strongest chance of landing the best possible hire.
What you get
- A job description built around what your company needs the person to do in the next 12 months
- An interview framework with structured questions, tied to the skills the role requires
- A short guide to what "good" looks like in answers, so you can compare candidates fairly
How it works:
A fixed-fee build phase. A working session to define the role, followed by a draft and revision round. Live interview participation is available through the flexible retainer, whenever you want an experienced partner in the room to calibrate.
Fee: Fixed fee, scoped to your needs.
First Sales Motion and Enablement
Package 3
Turn what you've learned from customers into a pitch and a sales process someone else can run.
Who it's for:
Founders who have been selling themselves and want to make it repeatable, so a first salesperson, or a small team, can sell the way the best conversations go.
What you get
- A pitch deck built from what customers actually say and respond to
- A first sales motion: the steps from first conversation to close, and what good looks like at each step
- A short set of talking points or a call guide that new sellers can use from day one
How it works:
Fixed-fee build. Establishing the motion includes listening to your calls and reviewing your call material, either your own founder calls or your existing team's calls, so the motion reflects how your customers actually buy. Ongoing coaching built on call reviews continues through the flexible retainer.
Fee: Fixed fee, scoped to your needs.
Customer Lifecycle Handoff and Growth Design
Package 4
Make sure the promise you make in marketing and sales is the one customers experience after they sign.
Who it's for:
Founders whose customers are signing and who want every customer to experience what they were sold, with growth after the first sale planned from the start.
What you get
- A designed path from the first sales conversation through onboarding to expansion, showing what is promised, what is delivered, and who owns each handoff
- A map of every handoff between sales, onboarding, and expansion, with a recommended way to strengthen each
- A plan for how existing customers become a source of growth and of learning for sales
How it works:
Fixed-fee design project. It stands on its own and can start at any time. What customers say after the sale feeds the flexible retainer as raw material, the same way prospect calls do.
Fee: Fixed fee, scoped to your needs.
Ongoing support
The Flexible Retainer
Ongoing hands-on help, scoped by the time you need, pointed at whatever matters most that month.
Who it's for:
Founders who want an experienced sales leader alongside them while they learn what works, and companies with a sales team that want steady coaching and forecasting discipline.
What it covers (you choose, and can change it month to month)
- Founder call coaching: reviewing your customer conversations and building toward a repeatable playbook
- Hiring support: taking part in candidate interviews, building on the Hiring and Role Design package
- For companies with a sales team: ongoing rep coaching and forecast review
How it works:
One flexible retainer. You agree a set amount of time each month, and we decide together where it goes.
Fee: Ongoing retainer, scoped to the time you choose.
Book a conversationWhat the first four weeks look like
Example onlyThe Operational Data build, week by week. Each day shows whose side the work is on: Andy, you, or both.
Week 1: Kickoff and review
- Mon Kickoff call Both We agree the goal, the dates, and who joins each session.
- Tue Share your access Founder You give access to your CRM and any reports you use today.
- Wed Review current tracking Andy I go through how deals and customers are tracked and note the gaps.
- Thu Answer follow-ups Founder You answer questions about stages, handoffs, and how each number is counted.
- Fri Week 1 review Both We walk through what I found and agree what to measure.
Week 2: Define the metrics
- Mon Draft the metric set Andy I draft metrics across the full customer journey, from first interest to renewal and expansion.
- Tue Write definitions Andy I write one clear definition for each metric, including qualified, won, and retained.
- Wed Definitions session Both We go through the draft with you and your team leads.
- Thu Revise the draft Andy I update the metrics and definitions using the feedback from Wednesday.
- Fri Confirm definitions Founder You confirm the final definitions so the build can start.
Week 3: Build the measurement
- Mon Plan the setup Andy I map each metric to a field or report in your existing CRM or tools.
- Tue Build the reports Andy I set up the measurement so results can be tracked over time.
- Wed Fill data gaps Founder You or your team update missing fields so the numbers can be trusted.
- Thu Test the numbers Andy I check the figures against deals you know and fix anything that looks wrong.
- Fri Working walk-through Both We review the working measurement and list any final changes.
Week 4: Handoff session
- Mon Final adjustments Andy I make the last changes to the metrics, definitions, and measurement.
- Tue Prepare the session Andy I prepare the coaching material on how to read the numbers.
- Wed Handoff session Both A working session with you and your team leads on reading the numbers and agreeing where effort goes.
- Thu Follow-up questions Both You send questions from the session, and I answer them in writing.
- Fri Final handover Andy I hand over the metric definitions and setup notes, and the build ends.
Other packages follow the same shape at their own length.
Fit
Who this is for, and who it is not
Good fit
- You are selling today and have deals and customers.
- You want a trusted set of numbers to steer by.
- You are about to hire into go-to-market.
- You have been selling yourself and want it repeatable.
- Customers are signing and should get what they were sold.
- You are clearly stuck in one part of the buying or customer expansion processes.
Not the right fit
- You are pre-revenue and have not started selling.
- You have no deals or customers to learn from yet.
- You want a report to read, not something built.
- You will not share your calls or CRM access.
- You want a full-time interim sales leader.
FAQ
Questions founders ask
Is this a fractional CRO or interim role?
No. You get fixed-fee builds, each with a defined result, plus an optional retainer scoped to the time you choose. The retainer puts an experienced sales leader alongside you for an agreed amount of time each month. It is not a full-time or embedded role.
How are fees set?
Each build has a fixed fee, scoped to your needs. The retainer is scoped to the time you choose. Fees are agreed once we have talked through what you need, so book a conversation and we will go through it.
How much of my time does a build take?
It depends on the build. Operational Data runs four weeks, part-time, with working sessions for you and your team leads. The others involve a working session, a draft and revision round, or sharing call material. We set the time when we scope the work.
Do you work with teams that already have a sales leader?
Yes. The Flexible Retainer covers ongoing rep coaching and forecast review for companies with a sales team. A first sales motion can also be built from your existing team's calls, not only your own.
What happens after a build?
Each build ends with a defined result you keep. If you want ongoing help, the Flexible Retainer is the natural next step, in the amount of time you choose. Interview support and call coaching continue there.
How do we start?
Book a conversation. We talk through where you are in go-to-market and which build, or the retainer, fits. If it fits, we scope the work together and agree the fixed fee.
About
Hi, I'm Andy.
Founder, Viriant Growth
Go-to-market has been my whole career, and I have run it as a chief revenue officer. At LinkedIn, I helped build the sales plays that took Sales Solutions past $1 billion. At CyberGRX and PredictHQ, I rebuilt the go-to-market organization and customer engagement from the ground up, around how customers buy, what they respond to, and what they experience after they sign.
Viriant Growth is for founders who are selling today and want it to work better: numbers they can trust, the right hires, and a pitch someone else can run.
I do this work with you, not at arm's length. I do not hand you advice and leave. I build the metric definitions, the job description and interview guide, the pitch and call guide, and the handoff map with you, then show you how to use them.
Everything we build is yours to keep.
Ready to talk through your go-to-market?
Book a conversation to go through where you are and which build fits.
Book a conversation