Series A to pre-IPO: The GTM that got you here
will not get you there.
You have product-market fit and revenue. You lack a system that scales past founder-led sales and a small team.
The scaling wall: You know the wall
when you hit it.
It is an infrastructure problem, not a hiring problem.
- 01
Two or three reps hired. One works out.
- 02
The CEO is still the best closer.
- 03
Good months and bad months, no pattern.
- 04
Nobody trusts the CRM data.
- 05
The board wants predictable revenue. You show a spreadsheet.
What companies tryA VP Sales at $200K+, and 9 months to know if it worked.
What actually worksAudit in 2 weeks, rebuilt in 2 more, pod producing in month 2.
What companies tryMore reps, no playbook. Activity up, conversion flat.
What actually worksBuild the system first. Scale people into it.
What companies trySix tools, no integration, no attribution.
What actually worksOne team, one system, attribution from day one.
What companies tryAn agency with shared reps and monthly reports.
What actually worksA dedicated pod, daily QA, conversion tracked daily.
How we rebuild the GTM: Signal first.
Then a system that compounds.
- Week 1-2
Audit
What converts, where handoffs break, where data stops. Signal before we touch anything.
- Week 2-3
Redesign
ICP re-cut on what closes. Playbooks rebuilt, CRM cleaned, attribution set up.
- Week 3-6
Scale
SDRs and AEs embedded with a playbook, QA, daily huddles and daily conversion tracking.
- Month 2+
Compound
The system runs. QA spots patterns. Good quarters stop being luck.
The pod: Six people, dedicated
to your account.
Managed by Phi, working inside your systems, on a playbook built from your closed-won data.
3 SDRs
Outbound across channels. Measured on conversion, QA’d daily.
2 AEs
Demos and proposals. Every call QA scored.
GTM Engineer
Sequencing, tooling and data, without manual overhead.
GTM Consultant
Runs the huddle and coaches the pod. Has taken a company from $2M to $20M before.
What you get: Your dashboard
at scale.
Multiple reps and segments. One dashboard, updated daily.
Where does pipeline narrow?
Strong connections, weak meetings: the conversation is the problem. Caught on day two.
- Calls made
- 4,200
- Conversations
- 168
- Meetings set
- 24
- Demos run
- 18
- Proposals
- 11
- Closed won
- 6
What is QA catching?
Show rate below target. Reps were skipping confirmation sequences. Fixed the same day.
| Metric | Target | Actual | Status |
|---|---|---|---|
| Connection rate | 4%+ | 3.7% | |
| Meeting rate | 3%+ | 3.6% | |
| Show rate | 80%+ | 75% | |
| Demo to proposal | 60%+ | 61% | |
| Close rate | 15%+ | 18% | |
| QA call score | 7/10+ | 7.4 |
Which rep needs coaching?
SDR 3 is at 78% pace. QA flagged discovery depth. Coaching today, not next quarter.
| Rep | Connects | Emails | Calls | Connect rate | Demos | Pace | Status |
|---|---|---|---|---|---|---|---|
| SDR 1 | 42 | 380 | 1,240 | 3.4% | 8 | 132% | |
| SDR 2 | 55 | 420 | 1,180 | 4.7% | 9 | 148% | |
| SDR 3 | 28 | 350 | 980 | 2.9% | 4 | 78% | |
| Team total | 125 | 1,150 | 3,400 | 3.7% | 21 | 119% |
A day in the life of a pod: This is what happens.
Every day, in every pod.
- 7:30 AM
Daily huddle
Conversion data reviewed. Adjustments made before the first call.
- 8:00-12:00
SDR outbound
150+ calls against a validated ICP and a tested playbook.
- 12:00 PM
Warm transfers
2-3 qualified conversations handed to AEs.
- 1:00-5:00
AE closing
Demos, proposals, follow-ups. Pipeline updated live.
- 5:00 PM
QA review
Calls audited, patterns flagged, messaging adjusted for tomorrow.
- End of day
Dashboard updated
Pipeline value, conversion by stage, sequence performance.
The culture difference: Hardened in the most
regulated markets.
Conversions, not dials.
We count what moved, not what was attempted.
Daily huddles.
Not weekly check-ins.
Live dashboards.
Not monthly reports.
Same-day fixes.
Every call QA’d and fixed the same day. We do not hope reps improve.
Inside the growth-stage motion: How we scale revenue
at Series stage, in detail.
- 01
AI-Aided Sales
Enrichment, sequencing and signal at 10x throughput, without 10x the team.
- 02
Day-to-Day Ops
What a growth-stage pod does every day, with real-time visibility.
- 03
Playbooks
Playbooks hardened so more people means more results.
- 04
QA & Metrics
QA on every call and email, and the metrics that turn coaching into same-day fixes.
- 05
Sales Culture
Conversions over dials, held consistent across a growing team.
- 06
Cost of Inaction
What waiting costs at growth stage, and where it compounds.
Proof: The same system,
growth-stage results.
- TruckX
- 8xRevenue in 14 months
- $16MARR, from $2M
Same product, rebuilt sales system.
Read the story“We got a true GTM partner. Phi helped us sell smarter, scale faster, and dominate our category.”
- AtoB
- 7%US market share
- $800MValuation
77 customers to thousands. A full sales and CX operation across three product lines.
Read the story“They sold with us, built with us, scaled with us.”
Talk to us: The system that gets you
from $2M to $20M.
Not more reps or more tools. A system that makes every rep effective and every quarter predictable.
Talk to Phi