Fractional Operator · GTM · Pipeline Generation

You don't have a
pipeline problem.
You have a context problem.

Context and relevance are what convert. I embed with GTM teams — Sales, SDRs, Demand Gen, and ABM — to build the systems, plays, and operating models that turn the right signals into relevant pipeline — for the right accounts, at the right time.

Work with me What I do

$50M+

Pipeline influenced in one year at a leading enterprise SaaS company

40%+

Of a high-growth SaaS company's revenue influenced through GTM systems built from scratch

10+

Years building B2B SaaS pipeline engines

"Context before motion."

Know the signal. Know the entry. Know the message. Then move.

What I do

Pipeline isn't a campaign.
It's a system.

Context tells you who, what, and why now. Relevance determines if they engage. Every part of this system is designed to deliver both — before your team sends a single message or launches a campaign.

Pipeline OS

Define how your company thinks about growth. Target account prioritization, identity math, and the "why you, why now" framework that aligns your whole GTM team.

Pipeline Intelligence Engine

Build and activate your Target Account List with high-accuracy signals and intent. Know who to focus on, why right now, and what the right entry motion is — before your reps pick up the phone.

Pipeline Activation

Turn intelligence into executed GTM plays — ABX, SDR outbound, digital, partner. Structured processes, relevant messaging, and tight field partnership that moves pipeline, not just activity.

Pipeline Lab

Structured experimentation on motions, messaging, and plays. Validates what's working, kills what isn't, and feeds every learning back into the system so it gets sharper over time.

The Frameworks

How the thinking gets done.

Four frameworks. One connected system. Built and refined across real enterprise accounts to turn account intelligence into pipeline — consistently and at scale.

Frameworks and models developed through years of trial and error, real-world experience, and just sheer doing the work.

P2P — Pain to Pipeline

Most teams start with outreach. This framework starts with the problem. P2P quantifies the real business pain inside an account — the drag, the friction, the cost of inaction — and converts that into a clear, evidence-based narrative that earns access and drives pipeline.

Output: A business problem narrative that replaces product pitching with evidence-led conversation.

The IRIC Method

Not every account is worth pursuing right now. The IRIC Method evaluates four dimensions — Immediacy, Readiness, Influence, and Capacity — to determine whether an account will convert to pipeline. Built for existing customers, adapted for net new logos.

Immediacy Readiness Influence Capacity

Output: A clear go / no-go decision on where to focus — and why now.

WYWYN — Why You, Why You Now

A prospecting methodology that turns account intelligence into a relevant, timed entry motion. Why You answers what's happening inside the business. Why Now surfaces the trigger — the event, initiative, or shift — that creates urgency. Together they make outreach impossible to ignore.

Output: A precise entry motion with the right message, for the right person, at the right moment.

The Influence Map

Accounts don't buy — the right people do. The Influence Map identifies who holds power, who feels the pain, and who can move a deal forward. It maps economic buyers, decision makers, champions, and influencers to the specific problems they own — so every conversation lands with the person who needs to hear it most.

Output: A role-specific engagement plan that moves deals through the right people, not around them.

How they connect

P2P

Identify the real problem

→

IRIC Method

Validate you can win

→

WYWYN

Enter with relevance

→

Influence Map

Engage the right people

How I work

Effective first. Efficient after.

Do the right things right. Then do the right things fast. Not everything that works will scale — and that's okay. We're here to find what works, not just what scales. Get the fundamentals right, find what's repeatable, then scale.

Foundation

Establish the fundamentals. Define your ICP, your Target Account List, and how your company thinks about growth. Nothing scales without this.

Pipeline OS

Build the operating system. Frameworks, decision models, and operating processes that align your entire GTM team on what matters and why.

Intelligence Engine

Ingest and surface the right signals. First party activity data, third party intent, triggers, and buying signals — brought together into one coherent view of your accounts.

First Party Data Third Party Intent Signals & Triggers Account Activity

Proprietary System

Context Engine

This is where intelligence becomes insight. The Context Engine weaves seemingly disparate data points into a cohesive account narrative — surfacing the hooks, positioning, and entry points that make engagement impossible to ignore.

P2P

What is the real business problem?

IRIC

Is this account worth pursuing right now?

WYWYN

When and how do we enter?

Influence Map

Who do we engage and in what order?

Output: A complete account narrative — the pain, the priority, the timing, and the people. Pipeline ready.

Activation

Turn context into executed GTM plays. SDR outreach, ABX programs, digital, events, direct mail — all led by the narrative the Context Engine built.

Do things that don't scale

Before you can scale anything, you need to know what works. This phase is intentionally manual — running plays, watching what lands, and spotting the themes, patterns, and trends that will become your repeatable system. Inspired by Paul Graham's foundational principle: do things that don't scale.

Find what's repeatable

Validate what's working. Kill what isn't. The plays, motions, and messages that consistently produce pipeline become the foundation of your scalable system.

Scale

Now you can move fast — because you know exactly what works, who it works for, and why. This is the only version of scale that compounds over time.

This approach is not for everyone.

If you're looking for a quick fix, spray and pray campaigns, or someone to hand you a deck and disappear — I'm not your person. And if you don't have a team ready to bring it to life — this engagement won't work. Your team brings it to life because real learning only happens in the doing.

"Effective first. Efficient after. Do the right things right — then do the right things fast."

— Rachael Tiow

Who I work with

A few clients, done exceptionally well.

I don't take on many engagements. I take on the right ones — where I can go deep and make a measurable difference.

You're a fit if you are…

A B2B SaaS company at Series B through enterprise scale
A CRO, CMO, VP of Sales, or VP of Demand Gen who owns pipeline and knows something's broken
Building or rebuilding your outbound GTM motion
Scaling an ABM or account-based play and need it to actually work
Post-funding with pressure to show pipeline growth fast
Open to doing the strategic AND operational work — not just strategy

Not the right fit if…

You want a consultant who hands over a deck and disappears
You don't have a team ready to bring the system to life
You need someone to own the execution for you
You're not ready to move fast and make decisions
Pipeline isn't a company-level priority right now

"I work like a Japanese knife maker. A small number of clients. Exceptional depth. Full attention. That's the model."

— Rachael Tiow, Founder

The proof

Results that speak for themselves.

I've done this work inside two of the most respected identity companies in the world. The systems I built are still running.

$50M+

Pipeline influenced at a leading enterprise SaaS company in under 12 months as a solo operator

40%+

Of a high-growth SaaS company's total revenue influenced through GTM frameworks and systems built from scratch

~20%

Close rate on influenced pipeline — turning $50M pipeline into $10M+ in closed revenue

Person. No team. No agency. Just a system that worked, and a field team that trusted it.

Companies where this work was built and validated

Leading enterprise identity company

World's largest soda brand

Fortune 50 retailer

Global sportswear brands

Fortune 500 enterprise accounts

What leaders say

Don't take my word for it.

From CROs to founders to SDR leaders — across companies, stages, and GTM motions.

"Rachael was critical in building out Auth0's outbound channel. Fast forward a few years — that outbound motion grew to 60+ percent of both pipeline and closed business of $200M+."

"Rachael has been instrumental in bootstrapping our outbound motion — growing it by 10x over two quarters — and getting our SDRs productive in less than one month."

"Our initial campaign under her guidance brought in 6 SQLs, 4 Opps, and a whopping $200K in pipeline. Rachael not only shaped the strategy but also fine-tuned our email and call scripts."

"In the first 2 weeks she improved our entire inbound flow — 90% of our pipeline — and restructured how our SDRs attack leads. 2x their speed to first call. Huge asset for any GTM team."

"I've used your post-event cadence for our events the last 2 quarters — we built a baseline in Q1 then doubled pipeline in Q2. Massively useful."

"Rachael's prior sales background makes for an exceptional marketing partner. She gets the needs of sales teams and understands the type of marketing programs that resonate with customers."

About

Rachael Tiow

Founder, The Pipeline Co. · Fractional GTM Operator

I'm a fractional GTM operator. I build systems, build teams, and execute across every layer of go-to-market — from strategy to the ground-level plays that actually generate pipeline.

My operating philosophy is simple: context and relevance are what convert. Without context, you don't know what signals to listen for, what entry motion to use, or what to say. Without relevance, none of it lands. Every framework, model, and system I build exists to deliver both — at scale, consistently, across every account.

I've influenced over $50M in pipeline in under a year as a solo operator inside a large enterprise, and built GTM systems that influenced 40%+ of total company revenue at one of the fastest-growing SaaS companies in the world. My role has three lanes: Architect. Builder. Coach. The goal is never dependency — I build the engine and equip your team to drive it. Your team brings it to life because real learning only happens in the doing.

Team Building Outbound GTM ABM / ABX Pipeline Generation Prospecting Strategy Sales Strategy Operating Models SDR Enablement Signal Intelligence Fractional GTM

You don't have a pipeline problem. You have a context problem.

Pipeline isn't a campaign.It's a system.