A BESPOKE REVENUE PRACTICE · FOUNDER-LED B2B

Get the engine right.Then let AI compound it.

I take on a small number of founder-led B2B companies at a time and work inside them, rebuilding how they sell into a system that runs without the founder. AI goes on top, where your team will actually use it.

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CURRENTLY TAKING ON TWO NEW CLIENTS FOR Q3

SCROLL

$3.3M ARR

in 24 months

17 → 7

pipeline stages

$65K

closed in 45 days

9 years

in sales, 7 leading teams

WHERE THE MARKET IS

Adoption is finished.Returns are not.

Everyone has AI now. Almost no one has results from it. Bolt AI onto a broken process and you get the same broken process, faster. The difference between the two is the system underneath.

88%

of organisations use AI in at least one business function.

McKinsey, State of AI, November 2025.

39%

can attribute any EBIT impact to it.

McKinsey, State of AI, November 2025.

95%

of enterprise gen-AI pilots showed no P&L return, against $30 to 40 billion invested.

MIT Project NANDA, July 2025.

51%

of B2B software buyers now start research with an AI assistant, up from 29% a year earlier.

G2, The Answer Economy, April 2026.

THE PATTERN

Real revenue. No system.

You’ve got customers, and the numbers are real. But it all runs through you. There’s no playbook a new hire can pick up, no forecast you’d bet your quarter on, and every person you add makes it messier before it gets better.

That’s not a sales problem. It’s a systems problem. Systems are fixable.

HOW I WORK

The order is the point.

I work inside founder-led B2B teams: SaaS, SaaS-enabled and technical services. Hands on the system with your team, weekly. AI is step four, not step one.

Diagnose

Find where deals die.

Rebuild

ICP, playbook, pipeline stages, the right stack.

Systemise

Clean data, process, enablement. It runs without you.

Compound

AI loops on top, only where they kill a real bottleneck.

Measure

Baseline first, recheck at 30 and 60 days against your numbers.

MEASURED THROUGHOUT

RESULTS

FOUNDATION, NO AI

17 → 7 stages · $65K in 45 days

A services firm came to me with nothing booked in five months. Their pipeline ran 17 stages across Outlook, spreadsheets and WhatsApp, with outcomes logged as stages, so nobody could tell which deals were actually close. We cut it to seven stages built around what the buyer does, tightened qualification, and put it in one CRM. $65K closed in the next 45 days. No AI anywhere. That’s usually where the money’s hiding.

BUILT FROM ZERO

$0 → $3.3M ARR in 24 months

I ran sales and revenue ops at Makini from the first dollar. Built the team from one to nine, and the engine underneath them, as we went from nothing to $3.3M ARR in two years. Same sequence: diagnose, rebuild, systemise, then layer in what compounds.

AI ON A SOLID BASE

One stack, one chat layer, one prospecting chain

For a US proptech, I built the stack and the AI layer on top of it. A chat layer so the finance lead gets a forecast reconciled to how revenue actually accrues. A prospecting chain that finds target accounts, grades them against what’s already won and lost, finds the right contact, pulls recent signals, writes a 21-day multichannel campaign, then feeds results back so it sharpens itself. Work in progress. This is what the AI layer looks like once the base is there.

WHO THIS IS FOR

Where I fit, where I don’t.

WHERE I FIT

I’m a fit when you’re founder-led, something’s already working, and you’re ready to make it repeatable. Good territory: SaaS, SaaS-enabled and technical services. Maritime, commodities, asset management, agritech.

WHERE I DON’T

I’m not your guy if you’re a large enterprise with a procurement team who already owns this problem. Same if you build hardware or one-off bespoke work. And if your whole market is a hundred accounts you can name, that’s relationship work, a different motion. I’ll tell you so.

HOW WE WORK TOGETHER

Three ways in.

Diagnostic

2 to 4 weeks, fixed fee. Findings, roadmap, quick wins.

MOST START HERE 02

Build

8 to 12 weeks. Rebuild the foundation, ship the first AI loops on a pilot, measured at 30 and 60 days.

Retainer

Operator in the seat, monthly.

ASKED EVERY TIME

The three questions founders ask.

How much of my time does this take?

A weekly working session with you or your sales lead, plus async access for decisions. Two to three hours of your week, not ten.

What do you need from me?

Real access: CRM, pipeline, call recordings, and someone in the room who can make the call. I work inside the business, not from the sidelines.

What happens when you leave?

You keep everything: the playbook, the pipeline, the loops, the data. I build systems you own, not a dependency you rent.

THE OPERATING PRINCIPLE

I care more about the engine I leave behind than the hours I bill.

GRAYSON RESEARCH · 2026

The State of AI Workflows in B2B Sales.

Get the engine right. Then let AI compound it.

24 pages on what’s actually happening inside B2B revenue teams right now: what the 6% who clear a real EBIT return are doing differently, five AI workflows that hold up once they leave the pilot, a loop maturity model you can use to grade your own stack, and five calls to make in the next 12 months.

24 PAGES · PDF

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Prefer email? chris@grayson.sg

WHO I AM

Operator, not adviser.

I’m a fractional VP Sales and RevOps operator based in Singapore, working across US and EU time zones. 9 years in sales, 7 of them leading teams. 500 Startups alumnus, 2022.

9 years

in sales, 7 leading teams

$3.3M

ARR built from zero

1 → 9

team built and led

SINGAPORE · WORKING ACROSS US AND EU TIME ZONES

NEXT STEP

One working session.

I map your revenue engine with you: where deals die, what to rebuild, which loop to ship first, and what to measure at 30 and 60 days. You leave with a clear view, whether or not we go further.

60 MINUTES · YOU LEAVE WITH A GAP ANALYSIS EITHER WAY

Prefer email? chris@grayson.sg