Revenue leaks from the
same five places.
In 15 years and $176M in closed deals across enterprise sales, the same operational failures recur. BTR installs the infrastructure to close them: qualification standards, CRM integrity, cadence structure, execution coaching, and strategic planning.
Operating principles
Reps alone are rarely the problem.
Training and motivation applied to a broken system produce the same result: inconsistent revenue. Most early-stage SaaS teams have strong product and motivated reps. What they are missing is the operational layer that turns their activity into predictable pipeline.
Infrastructure is installed, not trained.
A qualification framework is not a methodology to discuss in a workshop. It is a set of evidence requirements enforced at every stage gate. The difference between those two things shows up in forecast accuracy within 90 days.
The forecast should drive the meeting, not the other way round.
A forecast built on rep intuition and manager adjustment is a guess with a number attached. CRM integrity, stage discipline, and calibrated historical accuracy turn the forecast into a planning instrument.
Each tier holds its boundary.
The Diagnostic identifies structural causes and quantifies leakage. It does not prescribe solutions. The Build installs infrastructure. It does not substitute for ongoing operation. The Managed tier operates what was installed.
The numbers behind the approach
Full case metrics on the Proof page →
Will Barnardt
Principal Consultant, BTR Consult LLC
Will Barnardt spent 15 years in enterprise sales and sales leadership across medical software, financial services, and multi-national manufacturing. He closed over $176M in deals and built or rebuilt sales infrastructure in organisations that had grown fast enough to expose the absence of it.
The pattern repeated at every company: strong reps, weak systems. Revenue was there but not predictable. The board could not rely on the forecast. The VP Sales could not explain the slippage. The CRM reflected what reps remembered, not what was real.
BTR Consult exists to install the operational layer before the next board meeting makes it urgent. The Diagnostic identifies where the leakage is. The Build installs what was missing. The Managed tier keeps it running.
Find out where your pipeline is leaking.
The Foundry Score takes 5 minutes.