Executive Profile
Patrice Cappello
30 · 60 · 90 Day Value Plan
A structured approach to delivering measurable GTM impact from the first week of a fractional engagement — rapid market assessment followed by disciplined execution across pipeline strategy, field enablement, and revenue activation in Professional Services markets.
- Audit current GTM motion for Professional Services — ICP definition, messaging, sales coverage, and pipeline quality
- Interview key field, marketing, and product stakeholders to surface gaps and disconnects
- Map the competitive landscape specific to Professional Services buyers — who is winning, why, and where the whitespace is
- Identify the top 3 highest-leverage changes to pipeline strategy, messaging, or field coverage
- Establish operating cadence, reporting structure, and success metrics with leadership
A written GTM assessment: where the current motion is strong, where it is breaking down in Professional Services accounts, and a prioritized action plan for the next 60 days. Presented to the CRO or CEO in a working session.
- Develop or sharpen the Professional Services industry messaging — buyer personas, pain points, and value narrative by segment (consulting, accounting, legal, engineering)
- Build field enablement assets: talk tracks, discovery frameworks, and objection handling specific to PS buyers
- Activate partner and channel relationships where applicable — SI partners, referral networks, industry associations
- Launch targeted outreach to priority accounts with industry-specific entry points
- Establish pipeline review cadence focused on PS vertical performance and coverage
A working PS GTM playbook: buyer-specific messaging, field enablement assets, and partner activation underway. Pipeline moving in the right accounts. Sales team has a shared language for selling into Professional Services markets.
- PS pipeline metrics established and tracked — coverage ratio, stage progression, and win rate by sub-segment
- First qualified opportunities sourced or advanced through the new GTM motion
- Field team operating with shared industry playbook — discovery, demo, and close approach aligned to PS buyers
- Annual GTM plan for the PS vertical drafted — targets, coverage model, and investment priorities
- Hiring recommendations finalized if dedicated PS industry expertise is needed on the team
A repeatable GTM motion for Professional Services markets — documented, running, and measurable. The team can execute the strategy without daily fractional support. Pipeline trend line moving in the right direction with clear attribution to the new motion.
What Patrice Is Looking For
Enterprise SaaS companies with a product built for Professional Services markets that need a senior GTM operator — not a consultant with a framework, but someone who has built and run this motion at Workday and SAP.