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Services

Fractional GTM, embedded with your team.

Most engagements start with strategy and grow into deeper partnerships as deals close, hires get made, and the next round comes into view. We size to fit and stay through the work.

01

GTM Strategy

Decide which utilities you can win in the next 18 months — and which to pass on.

Most utility-tech go-to-market plans fail because they treat the segment as one buyer. It is not. An IOU in California buys differently than a co-op in Iowa or a muni in Massachusetts. We build the segmentation, pricing, packaging, and ICP definition that match how utilities actually fund and procure your category — anchored in a regulatory and ISO/RTO market scan that flags where your technology has a viable policy path and which jurisdictions to deprioritize.

Typical deliverables

  • Utility segmentation and prioritization (IOU / co-op / muni / ISO/RTO)
  • Pricing and packaging tuned to rate-case and capital-budget realities
  • ICP definition with named target accounts and entry points
  • Regulatory and ISO/RTO market scan: where the policy path is viable
  • Competitive positioning and proof-point inventory
  • A 12-month commercial roadmap your team and your board can both align on
02

Pilot-to-PO Playbook

The mechanics of translating a successful pilot into a purchase order.

Most utility-tech pilots succeed and stall. The product works; the deal does not close. The gap is process, not product. We build the playbook that converts a pilot win into a deployment contract — the internal champion mapping, the procurement preparation, the rate-case positioning, the PUC engagement when a deal depends on a commission decision, and the contract structure that lets your buyer say yes.

Typical deliverables

  • Internal champion mapping inside each target utility
  • Procurement preparation: documentation, security review, MSA negotiation
  • Rate-case and capital-budget alignment for inclusion in regulatory filings
  • PUC engagement strategy when a deal depends on a commission decision
  • Contract structure: pilot-to-deployment terms, MSAs, SOWs
  • Deal-stage milestones and exit criteria your team can run without us
03

Sales Execution Support

Fractional sales leadership, deal coaching, and a backstop on key moments.

When a pivotal meeting, RFP, or board update hits, you do not need another framework — you need someone who has been in the room. We provide fractional sales leadership for early-stage teams that are not yet ready to hire a full-time CRO, plus deal coaching and live support on the moments that matter.

Typical deliverables

  • Fractional Head of Sales / VP coverage for early-stage teams
  • Deal coaching: account plans, stakeholder maps, next-step strategy
  • Key meeting prep: scoping, narrative, who-says-what, follow-up choreography
  • RFP response review and structural editing
  • Live co-pilot on critical customer or partner calls when needed
04

Board & Investor Readiness

Translate "we have a pilot" into a story a Series B board will fund.

Investors fund traction stories, not slide decks. We work with founders to translate utility-market traction — pilots, references, regulatory progress — into a fundraising narrative that lands. We also work directly with funds: portfolio support, GTM diligence, and shared resourcing across utility-tech investments.

Typical deliverables

  • GTM narrative for fundraising (deck content, talking points, FAQ)
  • Traction packaging: pipeline coverage, references, segment mix
  • Customer reference choreography for due diligence
  • Investor-side: portfolio GTM diligence and shared-resource engagements
  • Board-meeting prep on commercial milestones
How engagements work

Three engagement shapes.

We don’t do one-deliverable consulting drops. Engagements are sized to grow with the company — a focused project becomes a quarter-long sprint becomes embedded leadership.

Frequently asked

Common questions about our services.

Do you actually sell, or just advise?
Both, depending on the engagement shape. Embedded engagements have BMC in the room on key calls — sometimes as a co-pilot, always as a backstop. Project engagements may stop short of running customer calls. We calibrate to what your team needs at the moment.
What size company is BMC for?
Seed through Series C in the energy and utility-tech sector. Pre-seed companies usually do not have the runway to benefit from fractional GTM leadership. Series D and later typically need full-time CRO coverage, though we still work with mature companies on specific segment plays or board-readiness sprints.
How long does a typical engagement run?
Project engagements run 3-12 months with defined scope. Embedded fractional GTM leadership runs 12+ months with no predefined end date — the engagement evolves with the company through stages of growth. Investor-portfolio engagements are ongoing retainers structured with the fund.
Can you help with regulatory and PUC engagement?
Yes — folded into both the GTM Strategy and Pilot-to-PO Playbook pillars. Strategic regulatory work (which markets to play in based on policy path) sits in pillar 1. Tactical PUC engagement (on a specific deal that depends on a commission decision) sits in pillar 2.
Do you work with VCs and investors directly?
Yes. BMC runs as a shared GTM resource across utility-tech portfolios — giving founders senior operator coverage and giving the fund cross-portfolio pipeline visibility. Structured as a retained relationship with the fund.

Tell us about the deal.

Or the segment, or the pilot, or the round you’re prepping. Thirty minutes is enough to know if this is a fit.

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