The Challenge: From "Founder-Led Sales" to a Scalable System

Holman Gao, the founder and CEO of BoostMySchool, was in a position familiar to many early-stage edtech leaders. He had early revenue and a great product, but the company was stuck in the "founder-led sales" stage. He had no formal, repeatable sales process and was hiring his first AEs. He needed two things simultaneously:

• A foundational, B2B SaaS sales process that could help his new AEs "win deals predictably".
• Personal coaching on how to lead a sales team for the very first time.

His goals were ambitious: to build a system that could scale revenue from $15k/quarter to over $100k/quarter.

The Solution: A Fractional Leader and "Done-for-You" Sales Playbooks

This was a deep, hands-on engagement where I acted as a fractional sales leader, building his sales motion from the ground up.

First, I provided 1:1 Leadership coaching to Holman, advising him on everything from team management and forecasting to setting up a CRM and defining a quarterly sales plan.

Simultaneously, I ran a Full-process enablement project for the entire team. This engagement focused on building their foundational sales system, which included developing their core assets:

• Their foundational "cold outreach" and prospecting playbooks.
• Actionable scripts and templates for discovery and demos.
• A 1:1 coaching program for their founding AEs.

As a planned component of my fractional leadership role, I also helped Holman interview and vet his next Account Executive hires to ensure his new team was built to succeed with the new process.

The Outcome: Doubled Revenue and a Scalable Growth Engine

By building the "sales engine" while simultaneously coaching the "driver," we were able to achieve rapid, sustainable results.

The qualitative win was a success in itself: Holman had a complete, scalable sales process, and his AEs had actionable playbooks to win deals.

But the quantitative result was even better. As we were rolling off the engagement, Holman confirmed it in an email: "We've almost doubled our revenue in the time you've worked with us".

We had successfully transitioned BoostMySchool from a founder-led model to a process-driven sales team that was ready to scale.