Higher conversion.
Increased sales productivity.
We’re experienced operators helping growth-stage B2B companies build go-to-market engines that scale, grounded in what we achieved at some of the most successful companies in tech.
From the right ICP, personas, and messaging to the AEs who fit each segment, we help you nail it.
We hunt down friction across the pre- and post-sales journey, so deals move faster from prospect to close.
We get reps productive faster and measure what matters, moving the needle on the metrics that count.
Scaling a company across
stages & obstacles
It’s like climbing a mountain. As the terrain changes, so do the forces you face. For climbers, it’s grade, wind, oxygen, and the risk of an avalanche. For software companies, it’s the market, the competition, buyer expectations, organizational complexity, and the risk of missing a quarter and taking a down round, or worse.
Either way, what carries you through one stretch fails you on the next. What got you to $20M won’t get you to $200M. The pipeline strategies that worked at $500M start to break at $1B.
Between stages sit the decision points that move you forward or send you backward. We’ve navigated those transitions from the inside, on some of the hardest climbs in enterprise software: Splunk, Databricks, Datadog, Harness, PTC, and others.
The companies that stall are almost always running the last-stage playbook.
It rarely announces itself. One quarter the pipeline looks healthy. Then something shifts. Win rates soften, ramp times stretch, the enterprise deals that were supposed to land don't. Leadership starts by asking questions.
This isn't a talent problem. It's not a product problem. It's a stage problem.
Every meaningful growth inflection demands a different GTM focus. Sometimes that's a slight adjustment — a coverage tweak, a new value conversation, a sharpened ICP. Sometimes it's a major shift.
We don't just hand you a map.
Most advisors operate from a distance. They assess, recommend, and move on — leaving your team to handle the climb.
A Sherpa doesn't watch from base camp. They climb with you — reading the terrain, adjusting the route, carrying weight when the altitude bites.
We're senior operators. We've held the roles your leaders hold and built the functions your team is scaling. So we don't just diagnose — we get in and do the work, embedded and accountable to outcomes.
End-to-End GTM
Proven at Scale
Hands-On
Our approach
DIAGNOSE
We find the root cause, not just the symptoms.
ALIGN
We get leadership and the field reading from the same map.
EMBED
We get in and build alongside your team.
SUSTAIN
We leave you stronger and ready for the climb ahead.
The people climbing with you.
Doug May
Founder & Managing Director
Doug has spent three decades inside some of the most demanding hyper-growth climbs in enterprise software — Splunk, Databricks, Datadog, Harness — building the systems, teams, and methodologies that turned GTM potential into repeatable revenue. His superpower is translating complex technology into value that salespeople and customers can see, measure, and defend. Where revenue stalls, he finds the friction and removes it.
Wendy Wise
Partner
Wendy has spent 25 years helping B2B technology companies build the commercial architecture that makes growth sustainable and lets companies adapt — pricing models, packaging strategy, use cases, GTM design, and the cross-functional alignment that holds it all together. Her work spans Fortune 500 to early-stage, from Strategic Pricing Group to Simon Kucher. Today she leads ProfitWise, her independent advisory practice, where she helps companies get pricing and packaging right. She finds the upstream problems that show up downstream as revenue issues.
Real stories of growth & productivity
- Embedded value selling into the sales motion
- Built a Strategic Customer Program
- Sharpened competitive win rates 5x
- Accelerated consumption 4x
- Powered $100M to $1B in under 3 years
- Optimized ICP and pricing
- Engineered a repeatable value-acceleration motion
- Lifted win rates by 5x
- Expanded consumption 54%
- Scaled Splunk from $200M to $2B+
- Advised CRO on value accelerationÂ
- Developed a whitespace selling playbook
- Helped monetize Datadog’s expanding portfolio
- Tightened field execution and GTM alignment
- Supported Datadog’s $1B to $2B run over 18 months
- Architected the GTM motion from the ground up
- Built and led 6 GTM supporting teamsÂ
- Cut AE ramp by 50%; Lifted productivity 43%
- Raised win rates 5x through Value Acceleration
- Grew from $100M to $300M in just over 2 years
Pricing & Packaging:
Increased
ARR
40
%
AE ramp redesign
& optimization:
Increased Productivity
43
%
