“We can’t afford a consultant; our budget is tight.”
We understand budget constraints. That’s precisely why the On-Demand model exists – it gives you access to high-caliber sales and marketing resources at a fraction of the cost of a full-time hire or big firm. Many SaaS companies 1M to 10M choose On-Demand because a full-time senior exec plus the team they hire can cost $200K–$500K/year, whereas On-Demand engagement is far more affordable.
At the Rinna Group, a team of seasoned sales and marketing resources focused on growing revenue at your company typically runs between 3k to 9k per/month (scope dependent).
Industry benchmarks show SaaS companies normally spend ~11% of ARR on Sales and ~8% on Marketing. (saas-capital.com).
So, an On-Demand approach helps maximize impact within a tight budget.
“What’s the ROI? How do I know this will pay off?”
It’s a fair question – any investment should drive returns.
We’ll set clear goals (shorter sales cycles, higher conversion rates, etc.) and track them so you can measure ROI in increased revenue and improved metrics within a few quarters.
You're not locked in if you’re not seeing value since we offer a flexible, month-to-month model.
“We prefer to keep things in-house or hire our own team.”
Building an internal team is the end goal, but getting there is hard without experienced guidance.
Bessemer Venture Partners notes that expecting a founder to build a sales team alone can be risky. An On-Demand sales and marketing team jump-starts the process—they can set up the right sales motions, create effective demand-generation tactics, and begin rapidly building pipe.
You get a seasoned On-Demand group guiding your team (with no long-term hire risk). Once the machine runs smoothly, you can confidently transition to full-time on-staff hires.
“We had a bad experience with consultants before.”
Sorry to hear that. Unfortunately, many firms deliver generic advice that doesn’t stick, or their consultants lack seasoned, in-the-trenches experience delivering revenue.
Unlike other consultancies, our industry veterans have sold $80M+ in software and tech revenue, so we bring practical, field-executed experience. The key is finding a partner with the right expertise and chemistry.
We do things differently – acting as an embedded part of your team with a hands-on approach.
Our flexible, month-to-month model also means you're not locked in if you’re not seeing value.
“Our current sales strategy got us here; we don’t want to change it.”
Great, we don’t want to throw out what’s working. But as you scale, some tactics need to evolve – what works at $1M ARR might break at $5M.
About 40% of startups never get past ~$3M ARR because they get stuck in founder-led sales and don’t adapt their approach. (notion.vc)
Our role is to fine-tune and build on your strategy and tactics, not change it arbitrarily. We’ll keep the elements that work and augment them with scalable processes so you can reach the next growth tier without hitting a wall.
“We’re a product-led SaaS company; we don’t want a pushy sales approach.”
Product-led SaaS growth is fantastic – we’re not here to turn you into a boiler-room sales org. Instead, we complement PLG with light-touch sales tactics for opportunities where a human touch helps. Even PLG pioneers like Atlassian and Slack eventually added targeted sales teams because a hybrid product-led plus sales approach can boost revenue significantly. (mckinsey.com)
We’ll integrate sales in a way that feels natural for your users – for example, using product usage data to inform outreach – so it enhances your PLG motion rather than disrupting it.
“We don’t have the bandwidth; everyone’s already overloaded.”
That’s exactly why bringing in help makes sense. An On-Demand sales and marketing team doesn’t add to your team’s workload – they take on some of the load. They’ll identify issues and drive improvements autonomously, pulling you in only when needed. Because they come in a few hours a week with a sharp focus, you get expertise without a big time drain.
Think of it as delegating the growth strategy, tactics, and fire-fighting to someone who’s done it before so you and your team can focus on product R&D, securing additional investors, etc.
“An outsider won’t understand our complex product or market.”
It’s our job to ramp up quickly. First, we learn why and how your customers buy – capturing those insights is fundamental to scaling sales.
With years of SaaS experience, we’ve developed a knack for picking up new domains fast. Often, we’ll document your sales process and customer feedback in ways that even internal teams haven’t, turning tribal knowledge into strategy and then into tactics that are focused on revenue.
So, we’ll get up to speed on your domain, and you’ll gain an outside perspective that might even reveal new angles in your market.
“Bringing in a consultant might disrupt our team’s chemistry.”
We aim to be a coach and partner to your team, not a disruption. Good On-Demand consultancies work with your people – joining pipeline meetings, doing one-on-one coaching, and helping your existing managers shine.
And because we’re not coming in as a full-time boss, we’re not stepping on anyone’s toes or threatening jobs; you and your leads stay in control.
In fact, teams often appreciate having extra experienced support when they realize we’re here to make their work easier and help them hit their targets, not to micro-manage them.
“No W2 commitment sounds like a lack of commitment to us.”
The “no W2” is about giving you flexibility, but it doesn’t mean we’re not committed. In practice, On-Demand consultancies stake their reputation on delivering value with every engagement.
You're not paying for downtime or long-term overhead because we operate efficiently (just the support you need). This model is increasingly common – even VC firms recommend On-Demand to their SaaS companies as an intelligent way to get required expertise.
Rest assured, we’ll be fully dedicated to your success during the scope of our work, just without the strings of a permanent hire.
“I’d rather invest in another sales rep or more marketing.”
Think of On-Demand resources as a force multiplier for those investments. Hiring reps or boosting marketing is great – but only if your sales process can maximize their impact.
By removing friction in the buying process and tightening your funnel, we help every dollar you spend on growth go further. You get more efficiency from the resources you add.
“Our investors/board advisors already guide our sales strategy.”
It’s fantastic that you have investor support. We turn high-level guidance into day-to-day execution. Investors often bring in fractional operators to help their portfolio of SaaS startups implement advice more quickly.
We’ll take those great ideas from your advisors and run with them – owning the execution, tracking results, and iterating in real time. This way, your advisors’ recommendations yield tangible outcomes, and your team isn’t overburdened trying to execute a new strategy without extra hands.
“We just hired a sales manager; let’s see what they can do first.”
Congrats on the new hire! Early-stage sales managers often benefit from some senior mentorship and an existing process to plug into.
We can partner with your new manager – think of us as an advisor/coach to them, bringing battle-tested playbooks they can execute.
Our involvement can help your manager ramp faster, avoid common pitfalls, and deliver results quicker rather than leaving them to figure out everything from scratch.
“We need results now – consulting might take too long.”
We hear your urgency. The benefit of doing this before is that we can spot quick wins immediately – for example, reactivating dormant leads, tweaking your pricing strategy, or fixing a step in the funnel holding back deals. With our experience, we hit the ground running and accelerate problem-solving.
While we’ll set up sustainable long-term improvements, we’re also focused on delivering some tangible short-term wins with low-hanging fruit so that you start seeing momentum quickly.
“Our issue is generating leads, not closing deals – a sales consultant won’t help.”
Lead generation and closing are intertwined parts of your revenue engine. An On-Demand revenue consultancy will examine your whole funnel to find bottlenecks. It could be that refining your ideal customer profile or value messaging improves your marketing efficiency and sales conversions.
We’ll align marketing and sales – perhaps working with your team on campaigns or outreach tactics – to boost lead flow.
By improving conversion rates and targeting, we not only help you close more of the leads you have, but also attract better leads – effectively lifting the top of funnel.
“We’re already growing 100% YoY – why bring in outside help?”
First, congrats on the strong growth! The reason to bring in help now is to ensure you can sustain and even accelerate that growth as the company scales.
Often, cracks in the sales process (whether in targeting, onboarding, pricing, etc.) can be masked when growth is good – until you hit a certain size and they start to choke further expansion.
We take a proactive look at your sales efficiency metrics (CAC, payback period, conversion rates) to make sure you’re not leaving money on the table.
If everything looks great, you’ve gained an external validation; if not, we’ll tweak things now before those issues slow you down at a larger scale.
“We should conserve cash right now – maybe after our next round.”
It’s a catch-22: to raise your next round on good terms, you must show strong growth now. The On-Demand model is designed for cash-conscious startups – you get the expertise without a hefty fixed salary. In SaaS, even bootstrapped companies typically reinvest the majority of revenue into growth to stay competitive
This is a nimble, high-impact use of funds that can boost your ARR (and therefore, your valuation for that next raise) without the long-term expense of a full-time hire.
“Why not just hire a big consulting firm if we need help?”
Large consulting firms can be expensive and often aren’t tailored to early-stage needs. They might assign a junior team that won’t execute like a seasoned sales and marketing On-Demand model.
You get an expert personally working on your business, not an army of outsiders who don’t stick around for execution. And you pay only for the strategic help you need, not for any big-firm overhead.
An On-Demand model is more targeted and cost-effective.
“Are you going to just tell us what to do, or will you help us do it?”
We’re very much about execution. Think of it less like hiring a consultant and more like adding an interim Head of Sales or Marketing who’s in the boat with you. We don’t just hand over a plan – we help implement it with your team.
That might mean reworking your sales deck, coaching your reps on new messaging, or setting up a CRM dashboard to track KPIs. Our goal is to lighten your load by actually doing the work, not to advise from the sidelines.
“Our startup is unique; I doubt outside advice fits our situation.”
Every startup is unique, but the patterns of scaling revenue have common threads. We will tailor everything to your context – there’s no one-size-fits-all playbook.
We bring a wealth of pattern recognition: having seen what works (and what fails) across multiple SaaS companies, we can quickly zero in on strategies likely to work for you. And we always validate recommendations against your specific customer insights – we start by understanding your customers’ buying journey and pain points
The result is a growth plan customized to your business, not a generic formula.
“Won’t a fractional leader be juggling other clients and not focused on us?”
The On-Demand model limits engagements to ensure each client gets plenty of attention. Remember, they’re efficient with their time—an experienced On-Demand team might accomplish in one day what a less experienced team takes a week to do.
Bessemer Venture Partners points out that you get expertise for just a few hours a week at a cost-effective rate, which is often all that’s needed to make a significant impact.
We’re very transparent. You’ll see the progress and, most importantly, the value we enable for your company each step of the way.