Frequently asked questions
Answers to the questions that come up most before starting an engagement with Navmika — what a fractional CRO does, how engagements are structured, and how Xpos_SMART fits in.
About the engagement model
What is a fractional CRO?
A fractional CRO is a senior revenue leader who runs your go-to-market function part-time, on a retainer, instead of as a full-time hire — giving you board-level GTM strategy, pipeline discipline, and revenue operations at a fraction of the cost and commitment of a full-time Chief Revenue Officer.
How is Navmika different from a management consultant?
Consultants hand you a strategy and leave. Navmika runs the motion with you and delivers it through Xpos_SMART, so you get working pipeline artifacts — scored accounts, researched contacts, co-sell briefs — not just recommendations.
What size company is this for?
Companies selling five- and six-figure deals into the enterprise that need a repeatable revenue motion before scaling their sales team — typically founder-led B2B in logistics, healthcare, IT services, or enterprise SaaS.
How do engagements work?
Engagements are monthly retainers scoped to your stage, with a commitment ladder from light advisory to embedded, hands-on leadership. Most start with a revenue diagnostic to pinpoint the highest-leverage fix first.
How long do engagements typically run?
Engagements are structured as ongoing monthly retainers rather than fixed-term projects, because revenue architecture compounds over time — most start with a diagnostic, then continue as long as the engagement is producing pipeline.
Do you work with companies outside a specific industry?
The strongest fit is B2B companies selling five- and six-figure deals into large organizations, with particular depth in logistics, healthcare, and IT services — though the same architecture applies to any enterprise motion.
Fractional CRO vs. other options
Can a fractional CRO become a full-time hire later?
Often, that's the ideal path. A fractional CRO proves the motion is repeatable, then either transitions into a larger role or hands a working, documented engine to the full-time VP of Sales you hire to scale it — so your permanent hire is set up to succeed.
Is a fractional CRO the same as a sales consultant?
No. A consultant advises and exits. A fractional CRO owns outcomes and runs the motion with you — and in Navmika's case, delivers it live through Xpos_SMART, producing real pipeline artifacts rather than recommendations.
How much does a fractional CRO cost compared to a VP of Sales?
A fractional CRO is a fraction of a full-time executive's cost because you're buying senior judgment part-time, with no equity, benefits, or ramp period. You get leadership from day one instead of paying full salary through 6–9 months of a full-time hire ramping up.
We're moving upmarket into enterprise deals — which do we need?
Almost always a fractional CRO first. Moving upmarket means your existing motion no longer fits, so the priority is re-architecting positioning, pricing, and pipeline for enterprise buyers before you scale a team against it.
Practicalities
Where is Navmika based, and does that limit who you work with?
Navmika is India-based and works with companies globally, including US and international enterprise-selling teams — geography hasn't been a constraint on engagements to date.
Is there a minimum engagement size?
Engagement scope depends on where your revenue motion currently stands; the diagnostic call is what determines the right starting scope rather than a fixed minimum.
Do you sign an NDA before discussing details?
Yes, a mutual NDA is standard before any detailed discussion of pipeline, metrics, or account strategy.