Go to Market Engineering for Scaling

Rich Nieset

Rich has been in the technology sector for over 25 years, mostly focused on developing VC funded companies. With a technical background of engineering and physics he has worked with hardware companies, database and data warehousing applications, business SaaS providers, 3D Metal manufacturing and a contact center machine learning and AI.

His list of successes includes being an early member of the go to market team at Agile Software building the company’s initial sales and marketing functions. Agile hit the $40M annual sales revenue mark within only four years, completed a successful IPO and was later acquired by Oracle Corp as part of its flagship manufacturing ERP offering.

Rich also helped KNOVA Software rebuild its commercial team from five to over 40 team members with an international market scope. It became one of the most successful service center knowledge base companies, rolled up several competitors and eventually completed a successful M&A exit with Made2Manage (M2M) holdings.

Harkening back to his roots in hardware he helped leading 3D Metal Printer manufacturer Velo3D field its initial sales team and go from pre-revenue to over $20M in just one year.

Recently as CRO at PolyAI, Rich worked with the founders to build the first international sales organization, complete the series B funding and exceed stretch goals for Annual Recurring Revenue and new customer acquisition. He continues to work with the company as a senior advisor, having transitioned it to a new revenue leadership team.

Over the years, Rich has built and maintained a library of tools, tips and techniques that are particularly applicable to the go to market team and focused in the areas of marketing, sales and customer success, with the main focus on building revenue strategies, sales process and methodology and keeping and growing customers for long term success.

With industry experience ranging from hardware to SaaS and machine learning/AI, Rich has the breadth of experience to be a quick study in a variety of application areas and can leverage that wealth of experience to help founders quickly launch and ramp the commercial function.

TractionPoint tools have been used, tested, revised and improved through years of field use trial and error. TPA can help assess gaps using the framework, and offer tools, tips and methods at any stage to help get traction quickly.

How does it work?

Rich provides coaching and advisory services to help you build and implement plans to scale up from your current stage or address gaps in current capabilities and performance.

One way to get started is to build an action plan based on a simple assessment engagement. The idea is to pinpoint gaps and needs in go to market motion by comparing current state against “market proven” experience. After identifying plans for improvement, working with Rich provides access to a framework and a series of ready to deploy tools and templates that can be applied at any point along the journey from getting started to optimizing a full team to meet the challenges of later funding stages.

The TractionPoint Templates that Rich provides are also kept up to date through practice and use. For example TractionPoint workshops feature techniques and training on ways to leverage AI tools for improving team efficiency, competitiveness, quality and performance.

The assessment route is one of many ways to get started, but sometimes a quick fix in a known area such as recruiting and ramping, identifying bottlenecks or help with value messing and selling motion, is all it takes to take it to the next level.

6 Point Assessment Framework:

  1. Strategy

  2. Tactics

  3. Team

  4. Tools

  5. Operations

  6. Management

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Contact us.

Ready to take the next step? Fill out the contact form below and we’ll get in touch to setup a consultation and services evaluation.