ACCELERATING GROWTH AND SECURING £5M SERIES-A WITH OUR FRACTIONAL CRO SERVICE

When a leading Deep Tech Chip Design startup approached Series-A, they had cutting-edge technology but faced a significant challenge: they lacked the sales leadership and commercial expertise to turn their innovation into revenue. With no clear market positioning, a non-existent sales pipeline, and early-stage funding running thin, they knew they needed expert leadership to gain traction and prepare for their next round of investment.

That’s when they decided to leverage Fractional CRO as part of their growth strategy.

The Challenge: Lack of Pipeline, Positioning, and Revenue

Deep tech is inherently complex, and this startup’s challenge was no different. While their chip design technology had the potential to revolutionize industries such as AI, IoT, and autonomous vehicles, they struggled to articulate their value to potential customers and investors. The lack of a structured sales process, market clarity, and established commercial relationships kept them from achieving revenue growth and building a healthy sales pipeline.

Internally, the team lacked senior sales leadership. Hiring a full-time CRO wasn’t financially feasible at the time, and junior hires simply didn’t have the experience needed to craft and execute a go-to-market strategy. The founders realized that without a solid pipeline and scalable sales process, their chances of raising a substantial Series A round were slim.

The Solution: Implementing a Fractional CRO

In January 2023, the startup partnered with Series-A’s Fractional CRO service. With over 25 years of expertise in leading sales teams, aligning go-to-market strategies, and scaling startups, the Fractional CRO provided the senior-level guidance they desperately needed without the cost or commitment of a full-time hire.

The key focus areas included:

• Market Positioning & Value Proposition: Crafting a compelling narrative that resonated with both potential clients and investors.
• Pipeline Generation: Developing a scalable sales process, identifying target markets, and building a robust sales pipeline from scratch.
• Sales Team Enablement: Training and guiding the existing technical team to engage with prospects and convert leads.
• Data-Driven Metrics: Introducing and tracking essential sales metrics like Customer Acquisition Cost (CAC) and Lifetime Value (LTV) to ensure a sustainable growth model.

The Process: Building a Sales Engine from Scratch

Step 1: Defining the Market and Crafting the Value Proposition

In the first quarter, the Fractional CRO worked closely with the leadership team to refine their value proposition. Through deep customer interviews and market analysis, the company discovered key verticals where their chip design had the most significant impact—such as AI processors and high-performance computing for enterprise solutions.

With a laser-focused value proposition, the team created a tailored pitch that resonated with decision-makers in these industries. This clarity allowed them to position themselves not just as a technology provider but as a strategic partner capable of driving competitive advantage for their customers.

Step 2: Pipeline Generation and Outreach Strategy

Once their positioning was clear, the CRO developed a structured outreach strategy targeting CTOs, heads of R&D, and product managers in the AI and IoT spaces. A mix of LinkedIn campaigns, personalized email sequences, and content marketing helped generate leads and warm up prospects.

Within six months, they had gone from zero pipeline to a solid pipeline of over £3M in qualified opportunities, including enterprise clients and high-growth startups.

Step 3: Scaling Sales and Converting Pipeline to Revenue

By mid-2023, the company’s pipeline was growing, but they needed to start converting it into revenue. The Fractional CRO implemented a data-driven sales process that included tracking conversion rates, fine-tuning their pricing models, and focusing on high-value accounts.

Through continuous iterations of their go-to-market strategy and personalized deal-closing tactics, the company secured contracts worth £1.2M by Q3 of 2023, proving the viability of their sales process and technology solution.

The Result: Securing £5m Series-A Funding

By the end of 2023, the startup was generating £1.5M in annual recurring revenue (ARR) and had a strong pipeline that set them up for continued growth. Investors began to take notice.

Thanks to their structured sales approach and proven market traction, they successfully raised £5M in Series-A funding from London-based VCs in January 2024. The Fractional CRO played a pivotal role during the fundraising process, helping the founders present compelling revenue projections, clearly articulate their go-to-market strategy, and showcase their scalable sales model.

The Impact: From Uncertainty to Sustainable Growth

In just 12 months, this Deep Tech Chip Design startup went from uncertain market positioning and zero pipeline to a well-oiled sales engine generating significant revenue and investor confidence. Their success highlights the value of leveraging Fractional CRO services to fill leadership gaps, accelerate growth, and secure critical funding at the right time.

Key Metrics:

• Pipeline Growth: £0 to £3M in qualified opportunities in six months.
• Revenue Growth: £1.5M ARR generated by the end of 2023.
• Funding Raised: £5M Series-A secured in early 2024.

Conclusion: Partnering with Series-A for Long-Term Success

By embracing the Fractional CRO model, this deep tech company unlocked the sales leadership and strategy they needed to transform from a promising startup into a revenue-generating business capable of securing major investment. The combination of expert leadership, market positioning, and pipeline development made the difference in their journey from early-stage challenges to scalable success.

If your startup is looking to unlock its full potential and raise significant funding, consider partnering with Series-A’s Fractional CRO service. Contact us today to discuss how we can help you build your sales strategy and fuel your growth.