Half the time, the deal isn't stuck.
The ICP is.
Two founders. Two stuck ICPs. Two reframes. Both companies came in selling to the wrong buyer. Stephen reframed the ICP, took the AE seat on the right deals, and built the motion that fit. These are the long versions of those stories — what was actually broken, what was rebuilt, and what closed because of it.
Bateau came in selling SMB. The first hundred conversations showed the volume, the budget, and the data all lived with the largest multi-property operators. Stephen re-pointed the whole motion at the top of the market and built the company’s first sales structure around it.
Stephen was helpful for us to learn how to have a structured process.Paul Jarvis · Co-Founder & CEO, Bateau
Opensense had working inbound and no Enterprise channel. Stephen audited the process, rebuilt outbound against the right buyer, and took the AE seat on Enterprise deals himself — closing the largest contracts in the company’s history inside 90 days.
It feels like he is wholly a part of Opensense.Bobby Narang · Co-Founder, Opensense
Your reframe might be the move.
Two founders. Two stuck ICPs. Two reframes that re-set the trajectory of each company. If your pipeline is producing motion but not deals, the question worth asking before the next quarter starts is whether the deal is broken — or whether the buyer is.
Send Stephen a stuck deal →