The Situation
A fleet management SaaS company — QuickManage TMS — came to GSD Associates without a dedicated sales rep, no outbound infrastructure, and no formalized sales process. They had a product that worked. They needed a sales engine to match it.
Instead of hiring a full-time VP of Sales ($180K–$250K/year + equity), they brought in GSD Associates on a fractional basis at $6,000/month. Here's what happened in the first 30 days.
What Was Delivered in Month 1
Sales Hire — Offer Accepted
✓ CompleteEvaluated 3 sales candidates, ran all of them through the full interview process, and got an offer accepted — all in Month 1. The new hire starts April 13, 2026.
💡 The Value Math
A traditional sales recruiter charges 15–25% of first-year OTE per placement. At a $60–80K OTE for an entry-level SaaS rep, that's $9,000–$20,000 in recruiter fees — per hire. GSD's retainer is $6,000/month. The recruiting value alone covered the entire engagement in Month 1 — before we touched pipeline, CRM, or email infrastructure.
Sales Compensation Plan
✓ CompleteDesigned a full comp plan covering base/variable split, quota structure, accelerators, and ramp period. Built to scale — applies to every rep hired going forward. Removes ambiguity during offer conversations and sets clear performance expectations from day one.
55,000-Contact Outbound Pipeline
✓ LiveBuilt a database of 55,000 ICP contacts — CFOs, accounting personnel, and high-fit targets in the fleet/TMS space. Cold email campaign went live and generated replies within the first few days of launch.
Early responses signal strong message-market fit. Plan: optimize and scale from here.
Trial User Re-Engagement
⚡ In FlightLaunched a targeted campaign to previous trial users who never converted. One former trial user is already back in the pipeline as an active opportunity. High-intent audience — they already know the product. More responses expected as the campaign matures.
HubSpot CRM — Live
✓ CompleteHubSpot is live and operational. Inbound email replies from campaigns automatically route into the CRM. Pipeline visibility is in place and ready for the team to build on.
Sales Pitch Deck
✓ CompleteCreated a full QuickManage sales pitch deck to support the new rep and future hires in demos and outbound conversations. Built to reduce ramp time and create consistency across every customer interaction.
Email Infrastructure — 125 Sending Inboxes
✓ CompleteStood up 125 sending inboxes and supporting domains for outbound campaigns. Infrastructure built to scale outbound volume while protecting email deliverability — the foundation for a serious cold email program.
The ROI of Month 1
"The recruiting value alone covers the retainer for the entire engagement — and we also built the pipeline, the CRM, the email infrastructure, the comp plan, and the pitch deck."
— Michael Flournoy, GSD Associates
What Month 2 Looks Like
New rep onboarded, demo-certified, and running their own outbound sequences
Outbound scaling — analyze early data, refine messaging, increase volume on what's working
HubSpot buildout — pipeline stages, deal tracking, activity logging, reporting dashboards
Trial nurture sequence for non-converters + referral/expansion from existing customer base
Demo process overhaul — higher conversion rates on every deal in the pipeline
Want Results Like These in Your First 30 Days?
This is what a fractional VP of Sales engagement actually looks like. No strategy decks collecting dust. Real pipeline. Real infrastructure. Real hires.
Book a Free Strategy Call30 minutes. No pitch. Just a real conversation about your sales situation.