The forecast is not a consistent and confident prediction
Pipeline stages, probability, and rep judgment do not add up to a view leadership can trust.
Fractional CRO + Revenue Operations
Build what ambition requires
Stop asking yesterday’s revenue system to carry tomorrow’s growth. We help founders build the revenue organization that turns bold ambition into predictable scale.
Revenue-stage experience$0$125M+
- LaunchNew products and B2B motions
- BuildTeams, systems, and repeatability
- ScaleGlobal SMB through enterprise
- LeadFull-scope revenue organizations
What if the growth levers you need are the ones you can’t see?
Adding leads, software, or headcount will not fix a revenue system that leadership cannot see or the team cannot consistently run. The symptoms often look familiar.
See how disciplined revenue operations connects these symptoms across the complete customer lifecycle.
More activity is not producing predictable growth
Lead volume, hiring, and software have increased, but conversion and revenue quality have not.
The customer journey conversion steps are not consistent and predictable
Conversion rates vary and you don't know exactly what needs to change to improve them
Deal win/loss reasons are not consistently understood
Lost deals are explained by vibes or getting ghosted, not explicit factors that inform your roadmap strategy.
Guidance
Illuminate the path forward with insight and experience.
Clarity
Cut through complexity to reveal what matters most.
Trust
Earn confidence through integrity, transparency, and results.
Momentum
Create practical progress that compounds over time.
About Andrew Kurau
An operator who has built and scaled full-scope revenue organizations
Andrew Kurau is a revenue operator with more than 15 years of experience building the teams, systems, and go-to-market organizations required to deliver rapid, sustainable growth. Andrew’s leadership experience spans Sales, Business Development, Customer Success, Account Management, Sales Engineering, Revenue Operations, B2B Marketing, and GTM Enablement.
A first-principles thinker with a technical background in physics and mathematics, Andrew combines analytical rigor with the art of sales and leadership. His approach connects strategy, data, technology, process, and team development to produce measurable business results.
He has created and executed high-growth operating plans in venture-capital- and private-equity-backed environments where growth, efficiency, and enterprise value creation were central priorities. The companies he has helped scale have been backed by top-tier investors including Sequoia Capital, Bessemer Venture Partners, FirstMark, and Rho.
Read Andrew's complete operator biography, including his Revenue Operations leadership experience and operating results.
Read Andrew Kurau's Revenue Operations guide for his complete operating model across strategy, teams, data, systems, and Product & Engineering.
Crossing the chasm through 18× revenue growth from $3M to $55M+
- 18×ARR growth
- $3M → $55M+ARR scale
At Dashlane, he helped grow the cybersecurity SaaS company’s ARR 18× from $3M to $55M+ while in leadership roles. He wore many hats, delivered multiple firsts, and played a key role in pivoting the business to B2B, launching the new product from $0. He built and led international teams responsible for global revenue across all industries and SMB, mid-market, and enterprise segments. He also built the GTM revenue systems and infrastructure required to support B2B growth by implementing CRM (Salesforce), marketing automation (Marketo), sales engagement (Outreach.io), and custom API integrations, creating self-service and direct sales revenue motions supported by detailed funnel measurement, automation, and analytics.
Scaling revenue 5× from $25M to $125M+
- 5×Revenue growth
- 7×Net profit growth
- 7×New revenue per seller
- 10×+Inbound ROAS
As Vice President of Sales and Revenue Operations reporting to the CEO at eLocal, he built and led an 80-person revenue organization through 5× revenue growth from a $25M to $125M+ run rate, and 7× net profit growth. He established a high-performance Challenger sales culture, increased new-business revenue per seller by 7×, built the first Revenue Operations function and team from scratch, and led a cross-functional transformation that modernized the GTM technologies and systems, operating discipline, processes, reporting, structure, and operating cadence. His organization scaled new-business revenue 800% by sourcing the vast majority via outbound sales prospecting, and he also led the scaling of an inbound lead generation program at 10×+ ROAS.
Ways to work together
Diagnose → Build → Activate
Start with the level of support the business needs now. Each engagement is designed to create clarity and leave the team with a stronger operating system.
Swipe to compare all four engagements
Scroll to explore. Each engagement opens as you reach it.
Revenue leadership
Revenue Leadership
Embedded leadership for companies that need to strengthen the strategy, tactics, playbook, team, operating plan, and executive revenue cadence.
Best forGTM and revenue leadership
Primary roleLead
Included support
Let's talk- Strategic guidance
- GTM strategy and operating plan
- Sales team leadership
- Team skills and organization design
- Messaging and positioning
- Pipeline and forecast management
- Sales methodology and measurement
- Sales process optimization and playbook development
- Lifecycle and funnel architecture
- CRM and tech stack review
- Compensation and target setting
- Organization design, defining roles, and setting expectations
- Leadership coaching and accountability
Revenue infrastructure
RevOps Leadership
Hands-on systems, data, process, and reporting support that makes the revenue engine easier to see and run.
Revenue Operations advisoryBest forSystems, data, process, and reporting
Primary roleBuild
Included support
Let's talk- Strategic guidance
- Pipeline and forecast management
- Sales methodology and measurement
- Lifecycle and funnel architecture
- CRM and tech stack review
- CRM, automation, and integrations
- Dashboards and reporting
Leadership + infrastructure
Revenue + RevOps Leadership
Integrated leadership and operating support for companies that need the strategy, systems, and discipline to scale.
Best forRevenue leadership and infrastructure together
Primary roleLead + build
Included support
Let's talk- Strategic guidance
- GTM strategy and operating plan
- Sales team leadership
- Team skills and organization design
- Messaging and positioning
- Pipeline and forecast management
- Sales methodology and measurement
- Sales process optimization and playbook development
- Lifecycle and funnel architecture
- CRM and tech stack review
- CRM, automation, and integrations
- Dashboards and reporting
- Compensation and target setting
- Organization design, defining roles, and setting expectations
- Leadership coaching and accountability
| Compare engagementsStart with the support your business needs now | 01Strategic perspective GTM Discovery & Opportunity IdentificationReview the current state of your GTM engine, your goals, and identify key growth drivers and opportunities. Let's talk | 02Revenue leadership Revenue LeadershipEmbedded leadership for companies that need to strengthen the strategy, tactics, playbook, team, operating plan, and executive revenue cadence. Let's talk | 03Revenue infrastructure RevOps LeadershipHands-on systems, data, process, and reporting support that makes the revenue engine easier to see and run. Revenue Operations advisoryLet's talk | 04Leadership + infrastructure Revenue + RevOps LeadershipIntegrated leadership and operating support for companies that need the strategy, systems, and discipline to scale. Let's talk |
|---|---|---|---|---|
| Capability | 01Discovery | 02Revenue Leadership | 03RevOps Leadership | 04Revenue + RevOps |
| Best for | Experienced perspective without embedded execution | GTM and revenue leadership | Systems, data, process, and reporting | Revenue leadership and infrastructure together |
| Primary role | Advise | Lead | Build | Lead + build |
| Strategic guidance | Included | Included | Included | Included |
| GTM strategy and operating plan | Not included | Included | Not included | Included |
| Sales team leadership | Not included | Included | Not included | Included |
| Team skills and organization design | Not included | Included | Not included | Included |
| Messaging and positioning | Not included | Included | Not included | Included |
| Pipeline and forecast management | Not included | Included | Included | Included |
| Sales methodology and measurement | Not included | Included | Included | Included |
| Sales process optimization and playbook development | Not included | Included | Not included | Included |
| Lifecycle and funnel architecture | Not included | Included | Included | Included |
| CRM and tech stack review | Not included | Included | Included | Included |
| CRM, automation, and integrations | Not included | Not included | Included | Included |
| Dashboards and reporting | Not included | Not included | Included | Included |
| Compensation and target setting | Not included | Included | Not included | Included |
| Organization design, defining roles, and setting expectations | Not included | Included | Not included | Included |
| Leadership coaching and accountability | Not included | Included | Not included | Included |
What changes
A revenue operating system your team can actually run.
The goal is not another strategy deck. It is a shared way to see the business, make decisions, and execute week after week.
A pipeline that tells the truth
Clear stages, qualification, ownership, and conversion signals.
A forecast leadership can use
Consistent methodology, inspection, and accountability.
One connected customer lifecycle
Aligned definitions and handoffs across marketing, sales, and success.
An operating cadence that compounds
Scorecards, reviews, and decisions that move work forward.
A practical process
From uncertainty to a predictable system.
The sequence is deliberate: understand your current state, constraints, and goals before prescribing the solutions.
Initial conversation
Clarify the business context, the immediate pressure, and what current state and desired future state look like.
Revenue diagnostic
Examine funnel performance, operating practices, roles, systems, and the underlying data.
Prioritized plan
Sequence the highest-impact work into a practical order.
Implementation
Build with the team, install the operating cadence, and make the new system compound growth.
Good fit
The right time to bring in Material Impact Group.
- You have product-market fit, but growth has become inconsistent.
- Revenue depends too heavily on the founder or a few individuals.
- You need to accelerate growth to achieve an aggressive plan.
- You need a credible plan before a board meeting, capital raise, or transaction.
- You need senior leadership without immediately hiring a full-time CRO.
Probably not a fit
Pre-revenue companies still searching for product-market fit.
Tell us your primary GTM challenge and goal.
Share a few details about the business and the revenue challenge. We will review the submission and follow up directly.
Prefer email? [email protected]