More sales activity won’t fix your pipeline - a clear system will.
For B2B SaaS founders moving from founder-led sales to a scalable GTM system - investors and teams can trust.
Your traction is real. But if deals still depend on founder intuition, trust, and improvisation, the sales motion is not yet scalable. I help you find where the system breaks — rebuild and validate it into something that is executable, scalable, and teachable.
Dr.-Ing.
Technical University Munich
13+ years
2 x founder, C-Level, SaaS & AI
€10 M+
Pipeline generated
10+
Founder engagements
Why more sales activity won’t fix your pipeline.
Early traction comes from founder vision, trust, and a warm network. That works surprisingly long — until the team has to close without you.
The wall is always the same. Cold buyers need to grasp the business case without friction. Procurement needs a defensible reason to spend. And the team needs to close without your status carrying the deal. Partial fixes — a better deck, more outreach, a few features — change nothing, because GTM only becomes scalable when the parts lock together.
That's the work: find where the 6-levers are out of alignment, fix that, validate and build the motion from what actually converts.
GTM System Design
Project Duration: 4-6 weeks, Investment: €15k - 25k
Six levers. One GTM system. The place where your current GTM is out of alignment.
Outcome: A clear GTM system your team can understand, explain, and execute — before you invest more into sales activity.
ICP & Positioning
Who you are for, and why it lands.
Qualification
Intend separated from interest.
Use Case & Value Proposition
The job you’re hired to do.
Pricing logic
The offer shape that closes.
Business Case
ROI the buyer can defend.
Sales Narrative & Motion
A story and process that the team can run seamlessly without you.
“At the start, we at aiconix tried to serve both B2C and B2B markets at the same time. The decision to deliberately wind down the B2C business and focus on a single, clearly positioned B2B offering has freed us up to concentrate on what really matters. This has enabled us to build a sales organisation that is no longer dependent on me as the founder, but operates independently.”,
Eugen Gross (CEO), aiconix GmbH
GTM Engine Design & ICP Validation
Project Duration: 8-12 weeks, Investment: €20k - 40k
Once the GTM system levers are in place, we build the system that reliably fills the pipeline, test ICP assumptions, and validate messages and buying triggers.
Outcome: A validated ICP, reliable pipeline creation logic, and a sales motion built on real market feedback — not internal assumptions.
AI-Enhanced GTM Engine Design
Reliable sourcing of qualified pipeline.
ICP Market Testing & Signal Validation
Proof of which market wedge converts.
Case Studies
Case Study I - Artificial Intelligence / SaaS / Media Industry - aiconix GmbH
Situation
After a financial crisis, a small team maintained three separate products across B2C and B2B. Sales was founder-driven and opportunistic.
Problem
There was no clear ICP or value proposition. Development slowed while deals failed to close due to product–market mismatch.
What changed
We defined a clear ICP, shut down the B2C business, and merged two products into one focused offering.
Outcome
- €2.5M new investment secured
- Company merged with a competitor
- €2M pipeline generated
- €600K ARR closed
Case Study II - SaaS / Health Tech - Myosotis GmbH
Situation
A founder-led sales approach demonstrated strong market demand, but the existing sales team failed to close deals.
Problem
The pipeline was active but not converting. Sales lacked clear structure, messaging, and performance tracking.
What changed
We identified the pipeline breakpoints, reframed the sales narrative with clear ROI arguments, and implemented structured targets and tracking.
Outcome
- From zero to multiple closed deals within 3 months
- Full and progressing pipeline
Case Study III - SaaS / Insurance Industry - SII Dresden GmbH
Situation
A small team was building highly customized sales software for insurance clients. Each deployment required adapting to individual hardware setups, slowing down delivery and limiting scalability.
Problem
Time-to-market was slow, and only large projects were economically viable — which were difficult to close without strong traction.
What changed
We shifted from a custom-built model to a browser-based SaaS product with limited customization and a scalable subscription model.
Outcome
- First €200K client closed within 3 months
- Entry into larger, reputable insurance accounts
Commit one block at a time. Exit at any gate. Fund the longer run only after you've seen the signal.
Three phases — a System Design, then validation, and embedded continuous optimization — scoped so you're never buying more certainty than you've been shown.
There's no large retainer to sign before you know it works. The engagement is built in blocks, each one a real exit point. You see signal, then decide whether to fund the next block. The structure itself is the argument: if the work weren't earning the next step, you wouldn't take it.
Fractional CRO
Engagement Duration: 3 - 12 months, On Request Only
Senior revenue leadership for companies that need GTM ownership, execution discipline, and continuous optimization, but are not ready for or do not yet need a full-time CRO. This is the continuation layer after the system and engine have been defined.
Outcome: The company gets senior commercial leadership that runs the revenue motion, improves conversion, coaches the team, aligns sales and marketing decisions, and keeps GTM execution tied to business outcomes. The goal is not dependency. The goal is to build a motion the company can eventually own without the founder carrying every important deal.
I’ll show you where your pipeline breaks — and how to fix it.
