Operate / Retainer
Fractional GTM Operator
A system nobody operates decays. Lists go stale, sequences stop being iterated, deliverability drifts and CRM data rots until the reporting is no longer trustworthy. This is the ongoing operation: someone accountable for the pipeline number every week, at a fraction of the cost of the hire you are not ready to make.
The problem
You have outbound infrastructure but no one whose actual job it is to run it. It gets attention when pipeline looks thin and gets ignored when it looks fine, which is exactly the wrong cadence. The result is a system that produces in bursts and then goes quiet for a quarter.
WHO THIS IS FOR
- Founders who built or bought a system and have no time to operate it
- Companies between a first sales hire and a real GTM function
- Teams whose SDR left and whose sequences have not been touched since
- Businesses with seasonal peaks that do not justify a permanent headcount
Scope
What is included
Weekly operation
- Continuous lead sourcing and list building against the agreed ICP
- Campaign operation across email and LinkedIn, including sends, replies and routing
- Sequence iteration on real reply data rather than on a quarterly review cycle
- Deliverability monitoring, with domain and mailbox health watched continuously
- Objection log maintained and fed back into messaging
Testing and optimisation
- Structured A/B testing on subject lines, first lines, offers and CTA placement
- Segment-level performance analysis so a good average never hides a dead segment
- New angle development as the market and your positioning move
CRM and data hygiene
- Deduplication, field completeness and stage discipline maintained rather than declared
- Source attribution kept accurate so reporting stays trustworthy
- Pipeline review preparation so your sales conversations start from clean data
Reporting and cadence
- Weekly written update: what shipped, what moved, what is next
- Monthly report on pipeline, reply rate, meeting rate and deliverability health
- A standing call each week, and availability in your Slack or email between them
How it runs
3 phases
Onboarding, weeks 1 and 2
Audit of the existing system, access to tooling, agreement on the ICP and the definition of a qualified meeting. Baseline metrics captured so every later claim of improvement is measured against something real rather than a memory.
Steady state
Weekly operating rhythm: source, send, iterate, report. Testing runs continuously rather than in campaigns. You get one written update a week and one call, and can otherwise stay out of it.
Transition, whenever you want it
When you hire in-house, I train the person and hand over cleanly with documentation. This is designed to end well rather than to be permanent, and thirty days notice is all it takes.
Outcomes
What it produces
What you own at the end
Everything stays in your accounts throughout: your domains, your CRM, your sequences, your data. A retainer that holds your infrastructure hostage is a retainer you cannot leave, and that is not the deal here.
Questions
About this engagement
What is the minimum commitment?
Do you work with our existing SDR?
How many clients do you run at once?
What if the system does not exist yet?
Proof
This work in practice
Often paired with
Related services
LinkedIn Outbound System
A hand-qualified list, messaging written to open conversations rather than pitch, and a follow-up cadence that does the compounding.
Full GTM System Build
ICP, lead sourcing, sending infrastructure, sequences, LinkedIn layer, CRM and reporting, assembled as one connected system rather than six disconnected tools.
Next step
Interested in the Fractional Operator engagement?
Start with a 30-minute discovery call. No pitch, just a clear conversation about your pipeline problem and whether this system fits it.
Typically replies within one business day