You haven't built a sales system yet.
Build a more predictable sales engine for your B2B business
Fractional CRO, GTM architecture, and sales management systems for founders and revenue leaders who need stronger execution, better forecast discipline, and a repeatable path to growth.
Grounded in three decades of enterprise software and SaaS sales leadership across GTM design, team-building, and revenue execution.
30+ years | Xerox | Symantec | IBM | Alfresco | Mumbai based, serving India and global markets
When growth depends on heroics, revenue becomes harder to scale
Many B2B companies do not have a sales effort problem. They have a sales system problem. ICPs (Ideal Customer Profile) are too broad, qualification is inconsistent, managers are overloaded, and forecast accuracy is weaker than the board or founder team needs it to be.
314 Consultancy helps leadership teams build a sales operating model with clearer targeting, better qualification, stronger management cadence and a reliable path from pipeline activity to deal closures.
Founder-led selling that does not scale
Revenue depends too heavily on individual effort.
Sales hiring without structure
Role design and ramp expectations are not aligned.
Pipeline activity without forecast confidence
Deals move, but management cannot rely on the forecast.
Managers carrying too much cognitive load
Inspection, coaching, and weekly rhythm are inconsistent.
Advisory focused on revenue execution, not generic sales training
314 Consultancy works where GTM design and operating discipline meet. The focus is not more sales activity. It is better sales management, clearer process and stronger execution.
Fractional CRO
Part-time revenue leadership for companies that need senior guidance without a full-time CRO hire.
- Forecast discipline and pipeline review
- Founder and leadership advisory
- Sales manager coaching
- Revenue planning rhythm
Sales operating system
Management infrastructure for teams that need better control over execution quality.
- Weekly cadence and review structure
- Funnel definitions and KPI logic
- Pipeline inspection frameworks
- Forecast and QBR discipline
GTM architecture
Commercial design support for firms refining market focus, entering new regions, or building a repeatable sales motion.
- ICP and target market segmentation
- GTM design
- Territory and quota deployment
- Market-entry planning
Sales hiring and enablement
Role and capability design for firms building or upgrading their sales organization.
- Role definition and job descriptions
- Interview scorecards and selection process
- Onboarding structure
- Manager enablement
Outcomes
Anonymized selected client work showing how stronger sales discipline and better operating rhythm improves business results.
India market entry for a European SaaS provider
Situation: European SaaS company entering India.
What changed: Designed a localized GTM architecture covering regional focus, partner ecosystem design, and pricing adaptation.
300% pipeline expansion
Outcome: Four enterprise contract wins in the first 12 months.
Forecast discipline for a mid-market firm
Situation: Mid-market firm with weak qualification discipline and late-stage deal slippage.
What changed: Reworked pipeline inspection and review cadence.
22% reduction in sales cycle time
Outcome: 15% improvement in forecast accuracy.
Sales management reset for a rapid-growth technology firm
Situation: Rapid-growth technology firm facing manager overload and player-coach fatigue.
What changed: Implemented a sales management framework focused on coaching and role clarity.
40% improvement in team retention
Outcome: 12% increase in quota attainment across direct reports.
How we work
01
Diagnostic
A focused review of GTM design, pipeline quality, sales management and current operating rhythm
02
Build
Design and implementation support across ICP, hiring, sales process, management cadence, and revenue architecture
03
Ongoing advisory
Fractional CRO or leadership advisory support to sustain execution discipline
Best suited to B2B SaaS and software firms scaling beyond founder-led selling and needing stronger commercial systems.
Vivek Pai
Founder & Principal Consultant
IIMA alumnus | Previously: Xerox, Symantec, IBM, Alfresco Software
The founder's edge
Built on operating experience, not theory alone
I have spent 32 years leading sales teams across enterprise software, and most of what I rely on comes from time in the field.
When forecasts slip or growth plateaus, the same issues show up every time: the wrong ICP, weak qualification, managers too busy "hero-closing" and not having time to coach.
That is usually a system problem, not a training problem.
314 Consultancy exists to fix those systems.
Areas of Expertise
- GTM design; global expansion strategy, org design, revOps modeling
- Sales process optimization; sales cadence, forecast accuracy & pipeline discipline
- Contract negotiation
- Team and performance management
- Leadership enablement
- Partnerships and global alliances strategy
What clients say
Selected feedback from senior revenue leaders.
“314 Consultancy helped bring far more discipline to our sales management rhythm. The result was not just better numbers, but a much clearer culture of accountability.”
— VP of Sales, Series A Enterprise Software
“The advice was grounded in how enterprise sales actually works. Practical, commercially sharp, and immediately useful to the leadership team.”
— Business Head, Mid Market, India
“Working with 314 Consultancy gave us a much clearer picture of where our GTM was breaking down. The diagnostic alone was worth the engagement.”
— Host, Women Entrepreneurship Program
FAQs
Answers to common questions from senior revenue leaders
When is a fractional CRO a fit?
Usually when a company needs senior revenue leadership but is not ready to hire a full-time CRO, or when the founder needs help operationalizing the sales operating model.
Is this only for SaaS software startups?
No. The work is most relevant for B2B firms that need stronger GTM and sales management systems, whether early-stage or more established.
What does a typical engagement include?
Most engagements include diagnosis, design of the required systems, and practical support in implementing management cadence, hiring structure, and forecast discipline.
Do services include training?
Yes, but training is usually part of a broader commercial improvement effort rather than a stand-alone workshop business.
Do you work only in Mumbai?
No. The practice is based in Mumbai and serves clients across India and selected global markets.
If growth is rising but revenue execution still feels fragile, start with a focused conversation
Most leaders already know something is wrong. They just haven't had the conversation that names it clearly.
A discovery call is the simplest way to assess whether the issue is GTM design, sales management, hiring structure, pipeline discipline, or a combination of all four.
Email: vivekpai@314consultancy.com | Mobile: +919820355558
314 Consultancy | GTM and Sales Management Advisory
3.14 = π (pi) = Pai reflects the founder's name and a precision in sales execution.
Based in Mumbai, serving clients across India and global markets.
You built a sales team.