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The piece

The pawn. Advances square by square, and can become a queen.

The move

Put an experienced professional in the market, in person.

The outcome

Coverage, meetings and relationships where you had none.
01 / ChapterThe case

A remote manager can cover a territory in theory.

In practice the travel adds up, the relationships stay thin, and the revenue that should have been yours goes to whoever was in the room.

Building a local sales team is slow and expensive: recruiting, onboarding, management, and the real risk of hiring the wrong person in a market you do not yet understand. Not building one means a territory that is covered on paper and nowhere else.

Our people are career sales professionals with a long record of representing industry leaders in front of marquee clients, comfortable from the C-suite to the operating teams that make a deal real. They carry your proposition, open and manage accounts, and work to your targets.

Ramp up when a market opens. Scale down when it is covered. Hand over to your own hires when the time is right. You get the presence of a local team with the flexibility of a service.

02 / ChapterHow it works

What a representative actually does.

01 · Cover

Territory representation

A named professional, or a small team, representing you in a country, region or vertical where you have no presence.

Named · dedicated or shared, agreed up front

03 / ChapterWhat lands on your desk

A named person, and a paper trail.

Named representative and onboarding plan

Who they are, their background in your sector, and the structured onboarding with your product and sales teams.

Week 2

Territory plan

Accounts to open, accounts to grow, partners to recruit, and the first ninety days of activity, agreed with your sales leadership.

Week 3

Activity and meeting report

Meetings held, demos given, opportunities opened, next steps, logged in your CRM and summarised in writing.

Weekly

Account reviews

Each account in the territory reviewed with your team: status, risks, growth, what we need from you.

Monthly

Handover pack

When you hire your own team: accounts, pipeline, relationships and context, transferred in an orderly way.

When you are ready
A pawn that reaches the far side of the board becomes a queen.
Feet on the Ground
04 / ChapterHow it runs

In market within a month.

I.

Weeks 1–2

Opening

Selection and onboarding: the right professional for your sector and market, trained on your offering and references.

II.

Weeks 3–4

Development

Territory plan agreed, first outreach and introductions made, local partners approached.

III.

Weeks 5–12

Middlegame

Meetings, demonstrations and account work in market, reported weekly and reviewed monthly.

IV.

Ongoing

Endgame

Grow the territory, add partners, scale the team up or down, or hand over to your own hires.

Weekly

Activity and meeting report into your sales leadership, with next steps and asks.

Monthly

Account review: every account in the territory, status and risk, in one session.

Quarterly

Territory plan refreshed against results and the market's own calendar.

05 / ChapterStandards

What we hold ourselves to.

Career professionals, not junior repsThe people representing you have sold to senior buyers for years and have represented industry leaders before.
Never a competitorWhether a professional is dedicated to you or shared with non-competing clients is agreed before we start, in writing.
Your brand, your rulesThey represent you under your name, to your standards, with your materials, and they say so.
Weekly transparencyEvery meeting and every account logged in your CRM and reported in writing every week.
Handover when you are readyHiring your own team is a good outcome. We transfer accounts, pipeline and relationships without friction.
A direct lineTo the representative in market and to the leadership overseeing the engagement.
06 / ChapterQuestions

Before you move.

Which markets do you cover?

North America, the United Kingdom and Europe, the Middle East, India and Southeast Asia, with coverage elsewhere arranged on request. Ask us about the market you need.

Do your people represent other companies at the same time?

Never a competitor. Depending on the engagement, a professional may be dedicated to you or shared with non-competing clients; we agree this with you before we start.

How do they learn our offering?

A structured onboarding with your product and sales teams, your materials and your reference stories, followed by regular sessions as the offering evolves.

What happens if we later hire our own team?

That is a good outcome. We hand over accounts, pipeline and relationships in an orderly way, and can support your new hires through the transition.

701 / ChapterInsights

From the practice.

All insights
Playbook7 min read

The first ninety days in a new market

A new country, a new vertical or a new line of business: the opening quarter follows the same pattern. What to decide, what to build, when to start the conversations and when to judge them.

Read the piece
Guide6 min read

How to brief a closer

The meeting is booked. The brief decides whether it was worth booking. The one-page format we send before every qualified meeting, section by section, and what we ask for in return.

Read the piece
Perspective6 min read

Why feet on the ground still matter in a remote-first world

Video calls made the first conversation cheap. They did not make the trusted one cheap. Where in-market presence still decides enterprise deals, and how to use it without opening an office.

Read the piece

Your move.

Tell us the market you want opened and what is in the way. A senior member of the team will come back to you with a point of view on the first three moves.

Schedule a meeting +1 (415) 800 2109

New York · London · Dubai · Mumbai · Singapore hours

Plays well with

♞ Knight

Lead Generation

Keep the calendar of your people on the ground full of qualified meetings.
♚♜ Castling

Events Marketing

Put your local representative in the room at the events that matter.