Commercialization and Ops Consulting for B2B Hardware, MedTech + SaaS
I build and execute a commercialization + deployment ops stack to sell your enterprise hardware or SaaS.
I take 5 clients a year – please fill out the contact form
and I'll reach out if we're a fit
What I'll Do
Early Sales
Moving past warm intros
I'll quickly figure out the buying process and the check-signer for your vertical, help build non-shotgun-approach calling lists, start a cold calling/emailing program without a FT BDR hire, and write the format of your sales meetings - plus all the documented playbooks so you never say "wait, how do I..."
Continued Growth
Focusing on growth levers
I'll bring that optimize-every-dollar mindset back to the table by simplifying the tools used to target prospects, choosing and executing conferences even with just a 6' table, write and execute the playbooks for only the growth levers that matter, and make sure we're focusing on the few big things that make deployment for your customers a walk in the park.
Thought partnership
Someone in your corner
You have to make tons of decisions daily, all requiring trade-offs. It's hard to separate big decisions from small ones, and especially since many of them impact you personally. I've been through this, and continue to go through this as a self-funded founder. I'll be by yourself to clarify your thinking whenever you need it - whether it's related to capital, personnel, or personal matters.
How I got here
Currently, my team deploys service robots to the healthcare and hospitality industries. Our customers are the most recognizable names in the world. We're known for our ability to tap into large accounts, expand, and receive rave reviews for our customer experience.At the height of the pandemic, we deployed temperature detection medical devices to Fortune 500 manufacturing companies and reached $1mm in sales in 120 days.We also built an end-to-end verified PPE supply chain in April 2020, selling product to state governments, state universities, and renowned private hospitals. Multiple 7-figures in sales over 18 months.I also launched medical devices to the VA Healthcare System via cold calling (done by me, not outsourced), lingering in hallways, and by attending regional conferences on a tight budget. $150k in sales in a six-month period, without a federal contract.
What I do NOT do
I am not a Chief Revenue Officer that oversees and aligns sales, marketing, CX, and RevOps but I make sure the new sales outreach I'm building and executing are manageable and lead to customers who are happy.
I am not a product manager but at a broad level I'll help figure out if you're trying to sell a 4-story swingset to customers who just want a sturdy cardboard box to play in.
I am not an executive coach who can deep dive into the specific history or patterns that might be holding you back but as a self-funded founder, I can point out landmines small and large in your everyday personal, people, and business situations.
I've never run or worked in a VC-funded company. Please don't ask me about cap tables. I buy my tables from Crate & Barrel.
Who you are
Early Stage B2B Founder
You have PMF and perhaps several small-ticket but meaningful customers that were acquired through warm intros or a combination of hustle and serendipity.You know you need a proper-enough enterprise sales function to increase sales without relying on warm intros.Maybe you get overwhelmed by all posts from the outbound sales experts on LinkedIn; and get confused by all the acronyms and tech vendors. You also don't have the insane budgets to pay for all that.You need to quickly install the salesy-ness knowledge, good-enough tech stack, sales scripts, and process foundation for booking meetings, crushing it at conferences on the cheap, closing business, deploying the product, and having customers tweet: "Buckle up. Let me tell you about [YourCo]. Time for a thread."And you need all the annoying operational and execution details to be figured out and implemented for you. (not a PowerPoint deck telling you what to do.)
B2B Commercialization Leader with Stable Sales
You product has some legs. You have sales coming in via various funnel filling activities that are good enough for now. Your marketing and sales team play together nicely most of the time.But you're feeling like things are slowly becoming more BigCo. You're drowning in a pool of BigCo-style SOPs, ever-changing vendors, and tools.You have a ton on your plate everyday - from Zooms, vendor meetings, "strategic marketing" planning meetings, and a lot more.The know-how and manageable processes to bring more of those sales calls to close, execute the order, and provide more-than-good-enough buying experience needs help.You know you need to apply a scalpel to the workflows and spend that are not directly leading to new sales and the happiest customers.Put simply, your commercialization efforts could use the bootstrapped just build it mentality.
ABOUT ME
My experience comes down to this: I've been a self-funded entrepreneur for 7 years. I've had a few peaks and many valleys. I have funded every one of my businesses (and my many mistakes) through my own cash savings.The funding gravy train has derailed. Every limited dollar needs to be spent on bringing in customers and keeping them happy.We can work together on individual projects or on an ongoing retainer basis.Fill out the above form and I'll get in touch if we're a fit.
What people say
We built a SaaS that we knew worked and our testing with accounting firms was going great - but my team didn’t have experience with how to systematically go out and find legitimate leads for our product who were ready to pay. We were pitched by numerous “agencies” asking for $5k+/month retainers to “generate leads.” It was confusing, and we simply didn’t have the money for it.We started working with Neelesh because he understood tight budgets and did this on his own for his own company. In 2 weeks, he figured out what exactly we needed to generate our first legitimate leads (e.g. deciding who to target, specific software for targeting, how to make cold calls and write email campaigns, how not to land in spam, etc.). The best part is…he didn’t tell us what to do, he did it for us and built a step-by-step playbook. Additionally, he wrote these playbooks so our PT virtual assistant could follow them to a T. We may work with a standalone lead-gen agency in the future, but now we can go in with knowledge, a solid foundation, and not get taken for a ride.We plan on working with him further on conference lead gen strategy and post-sale customer success SOPs.-- Hari Amarnath - CEO + Co-Founder | Periodikal | Fintech for Accounting Firms
I’ve known Neelesh for ten years through his product management and commercialization work in the medical device industry. When we worked together at a $billion+ revenue medical device company, he was one of the very few people on the marketing team that was able to cut through big corporate morass and figure out exactly how to get new surgeons interested in our devices - without spending lots of money on dinners, sponsorships, and ads. He brings a tech startup approach to what’s normally a traditional industry. For a ‘business person,’ he has a rare ability to quickly pick up the key technical aspects of different surgical specialities.In the past few years, I’ve worked with several medical device startups - companies with phenomenal technology who all had the singular challenge of breaking into high-barrier healthcare systems. Neelesh worked with me to hone in on high-intent surgeons, quickly figure out the purchasing pathway at their accounts, and get the product in front of them. After that, he developed and executed A to Z deployment plans and customer success programs to ensure that surgeons continued to order our devices.-- Matthew Papagno - Vice President, Sales | Clozex Medical | Suture-less close medical device for surgery