You built the technology.
Ready to build the revenue?
The commercial playbook for deep tech founders closing enterprise deals. Built by a team that's closed over $1.5B in deep tech revenue.
Sound familiar?
We've heard these from every founder we work with.
The good news: there's a system that solves all of them.
"We're going to run out of money before we close a real deal."
Runway shrinks every month without revenue. You need a system that compresses time-to-first-deal, not more free POCs.
"My board is losing confidence in me."
Same pipeline slide every quarter. "Almost there" isn't a strategy, and your investors know it.
"I don't know what I don't know."
You can feel the gaps but can't name them. Pricing, process, hiring, legal — you're guessing at which one to fix first.
"I'm an engineer, not a salesperson."
Nobody trained you to sell, negotiate, or forecast. But right now, that's the job. The stakes are high.
"Our technology is amazing but nobody understands it."
You see the breakthrough. Your buyer only sees high risk. The gap between those two is where deals die.
"We're talking to the wrong people."
Engineers love your product but can't sign contracts. The budget holder doesn't even know you exist.
The Blueprint: 10 modules.
One commercial operating system.
Each module is a diagnostic and implementation toolkit that's been battle-tested in deep tech B2B sales. We assess where you are, build what's missing, and hand you a system your team can run.
Market Definition & Positioning
Define your Ideal Customer Profile (ICP) with exclusions, quantify their pain in dollars, map alternatives, and build proof points that close. Stop selling to everyone and start winning where it matters.
Solves: "We keep losing to inferior tech — or worse, the status quo."
Lead Generation & Targeting
Tiered target accounts, qualified meeting flow, and AI-powered prospecting that finds real decision-makers — not just engineers. Stop burning founder time on unqualified leads. Build a pipeline that works without you.
Solves: "I'm the entire sales funnel and nothing scales."
Sales Process & Execution
Named stages with exit criteria, discovery rigor, pilot-to-contract playbooks, and conversion data you can forecast from. A CRM system that's powerful and simple to maintain. Every deal has a next step or it's dead.
Solves: "We're winging every deal and the board knows it."
Pricing & Revenue Management
Value-based pricing models, ROI calculators, discount guardrails, and pilot pricing that creates commitment. Price your tech based on the customer's ROI — and defend it with confidence.
Solves: "I have no idea if we're leaving money on the table."
Contracting & Negotiations
Standard MSA, SOW, and DPA templates. Redline playbooks with default, fallback, and hard-no positions. Security packages ready to send. Get to closure fast and without the chaos.
Solves: "Contract negotiations take months and we don't know why."
Sales Organization & Compensation
Job specs, hiring rubrics, and interview scorecards that find the right people. Clear roles, RACI ownership, and comp plans built for long enterprise cycles. Capacity modeling so you scale without overspending. Playbooks that new hires can run from week one.
Solves: "I can't step back from sales without everything stalling."
Customer Success & Support
Onboarding runbooks with time-to-first-value delivery targets, customer health scoring, QBR templates, and reference-building programs. Turn paid pilots into production wins.
Solves: "We keep doing free POCs that never convert to production."
Reporting & Governance
Weekly operating plans that build discipline, leading indicator dashboards with owners, pipeline hygiene leveraging AI, and board packs that build confidence in the business and the founder. Know what changed and why.
Solves: "The board can tell we're winging the commercial side."
Culture, Celebration & Expansion
Establish norms for customer empathy, cross-functional triage, celebration rituals, and expansion plays into adjacent segments. Build strong engineering + sales relationships and get everyone on side to close deals. Make customer evidence win.
Solves: "Sales and engineering blame each other when deals stall."
Objection Handling & Enablement
Stage-specific playbooks that build on customer feedback, data-backed responses that calm objections, pre-emption of objections in collateral, and competitive playbooks including handling internal competitors. Stop losing to the same objections.
Solves: "The same objections sink us deal after deal and nobody's fixing it."
Here's what we build together.
A path to your commercial success.
We start by assessing where you are today. Then we build the commercial infrastructure together — pricing, process, pipeline, playbooks. You end up owning a system your team can run without you in every conversation.
Commercial Readiness Assessment
We score your commercial readiness across all 10 modules and show you exactly where the gaps are. You'll learn where you're strong, where you're exposed, and what to fix first.
30/60/90-Day Action Plan
Actionable priorities with named owners, realistic timelines, and measurable outcomes. You'll know exactly who does what by when.
Commercial Infrastructure IP
Full frameworks and documented processes tuned to your business — ICP definition, lead gen, pipeline setup, pricing model and narrative, deal playbooks, hiring specs and rubrics, and deal tracking that actually works. Everything you need to build a high-performance sales engine.
Legal & Contracting Toolkit
MSA, SOW, and DPA templates. Redline playbook with pre-approved positions. Security questionnaire ready to send. Walk into enterprise procurement prepared.
Board & Investor Reporting
Board deck templates, pipeline dashboards, and forecast models that show your investors you're in control of the commercial side.
Ongoing Advisory
We deploy the system with you, then coach your team to own it. You get an advisor on call, not a consultant who never leaves.
No pitch. Just clarity.
Built by a founder who's done this before
Engineering founder turned commercial strategist. I've spent 20+ years helping deep tech companies take breakthrough technology to first revenue, building the commercial infrastructure that turns technical proof into predictable pipeline.
I built LaunchRight because standard startup playbooks fail deep tech founders. SaaS metrics, 30-day sales cycles, and growth-hacking tactics don't map to 12-month enterprise deals with multi-layered procurement, enterprise legal teams, and rigorous security reviews.
20+
Years in deep tech
6
Industries covered
10
Blueprint modules
Results vary. Read our disclaimer.
What founders say
"We were selling to engineers and hoping they'd champion us internally. Michael showed us we needed to be in front of GMs and heads of engineering — the people who actually sign off on budgets. He helped us define our ICP, build a qualifying process, and use LSN and Claude to find the right people. Completely changed our game."
CEO/Founder
AI Engineering Design Software
"We didn't really understand land and expand. Michael helped us frame a paid POC, map a strategy for 10x booking increments over six-month cycles. Really built confidence at the board."
CEO
Fab AI Process Control
"When I came in, the sales process was built for SaaS, but we're selling autonomy software into enterprise. Completely different animal. Michael coached us through building a stage-gated pipeline in HubSpot with clear exit criteria at each stage. Within six months, our forecast accuracy went from guesswork to within 18%."
VP Sales
Software for Autonomy
"Our leads were crap. We were burning relationships cold-emailing the wrong people at the right companies. Michael gave us a Blueprint to find budget holders, know something about them before reaching out, and work warm intros through our investors and network. Transformed our conversion rate."
CEO
Process Control Startup
"We were going into contract negotiations without knowing what to fight for. Michael's Blueprint gave us a legal playbook, and now we actually know how to protect our IP."
CEO
Design IP Company
"We burned through two sales hires in six months. Total waste. We were hiring SaaS closers for 9-month enterprise cycles. Wrong profile entirely. Michael gave us the hiring rubrics, job specs, and comp structure for the kind of AEs who actually thrive in long-cycle deep tech deals. Game changer."
CEO
Industrial IoT
"We were trying to move from small engineering team deals to corporate-wide contracts at big chip companies. Michael helped us raise our ICP to IT budget holders and target companies expanding fastest that could leverage our fast tape-out software. Complete shift in how we sell."
CEO
Tape-out Automation Software
"Our board updates were basically a CRM screenshot and a prayer. Disaster. Turns out our investors wanted data, pipeline growth plan, and realistic timelines. Michael helped us build a commercial board update that actually showed we knew what we were doing."
Founder
Semiconductor Startup
"My engineers and salespeople didn't understand or trust each other. Michael helped us build a culture where customer feedback was respected, deals were celebrated, and engineers felt ownership in commercial success."
CTO
AI EDA Startup
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Frequently asked questions
What stage should my company be at?
How long does an engagement last?
What industries do you work with?
Do you work with SaaS companies?
What does it cost?
Can you help us hire a sales team?
How is this different from a fractional CRO?
What if we're pre-revenue?
Still have questions?
Let's talk
30 minutes. No pitch.
Just clarity.
We'll talk about where your company is commercially, identify the biggest gaps, and figure out if there's a fit.
Book a Call