Client
FaultFixers
Industry
Facilities-management software
Engagement
Fractional sales leadership
Timeline
January 2026 · six months
Deal velocity, from 1
QoQ closed won growth
Faster time to close
A repeatable sales engine, beyond founder-led selling
FaultFixers, a facilities-management software provider, partnered with Kultivate to move beyond founder-led sales. The goal was not to sell for them. It was to build the operating system, develop the founding team into closers, and hand the founder a sales function he could trust to run without him.
01
Sales operating system. Installed MEDDPICC, exit-stage criteria and a reworked discovery framework, so deals advance only when they are earned.
02
A consistent operating rhythm that owns the number. A weekly cadence of 1:1s, deal reviews and forecast calls, backed by clear targets and a live revenue dashboard, so the team owns the number rather than the founder carrying it.
03
Team development. Coached the founding AEs with a clear path to Senior and leadership roles as they scale. Hired, onboarded and built out the BDR playbook for a repeatable process, taking the deal-by-deal firefighting off the founder.
FF
Founder and CEO
FaultFixers
Breaking beyond founder-led sales
FaultFixers had real traction and a capable founding team. The founder came to it as an accountant, not a seller, and every deal still ran through him. The first year under his leadership had gone well, the team had nailed the messaging and the ICP, but there was no operating system, no visibility into forecasting, no targets established for accountability or defined growth, and a sales cycle that ran ad hoc.
“
KK
Kaitlen Kelly
Founder, Kultivate
01
Every deal ran through the founder. Both company growth and the team’s development were capped by his time and his background.
02
Forecasting was guesswork. No targets were established for accountability or defined growth, and deal stages meant little, so pipeline could not be trusted.
03
The founding AEs were capable but lacked the structure, coaching and progression path to become consistent closers.
Faster deals, bigger deals, a team that scales
The engagement began in January 2026. Inside six months, founder-led selling has become a system the team runs. All figures in GBP.
QoQ growth in first 90 days
1.8x
deal velocity
Deal velocity rose to 1.8x and time to close dropped by 30 days. Closed won grew 159% quarter on quarter, from £31k in Q1 to £80.4k in Q2, with Q3 already at £58k+ and still running.
£20k
monthly AE target
A £20k a month AE target was established, built from previous years’ data and where the company wanted to grow to. A HubSpot dashboard went in for forecasting visibility, helping reps own their number and spot what is working and where to pivot. The founder and the sellers now share one view and work towards the same goal.
200%
BDR month-one target
One founding AE promoted to Senior AE, and the first BDR onboarded to 200% of target in month one, with consistent results and month-on-month improvement since. Outbound and onboarding playbooks were built so the next hires ramp on a system rather than from scratch.
6 months
founder-led to system
The founder stepped out of the day to day and gained a sales team he can trust to run the number. Qualification and operating rhythm now do the work that used to depend on him.
Ready to turn founder-led sales into a repeatable engine?
Kultivate works through trusted introductions and aligned partnerships. Book an introductory session to explore how we might work together.
Choose the format that fits your stage
Coaching
For top performers and emerging leaders ready to grow without burning out.
Focus: Confidence and consistency
Fractional Leadership
For founders and early-stage teams moving beyond founder-led sales.
Focus: A repeatable revenue engine
Workshops
For teams needing alignment and execution momentum, fast.
Focus: Speed and discipline