$15M → $450M ARR
OutSystems growth, contributed as SE & partner leader
Presales that closes. Partners that sell.
Fractional SE leadership for B2B software companies past €10M ARR. One senior operator per engagement.
15 years building SE and partner operations at OutSystems ($15M → $450M ARR).
16 → 45+ architects
OutSystems SE organisation, scaled under direct leadership
500+ partners
OutSystems partner channel, designed and operated
Anonymised pattern from OutSystems experience. Client-specific details under NDA.
How an engagement runs
Problem
SE team was the sales bottleneck: 4 architects covering 80+ AEs. Demos delayed by weeks, win rate falling.
Action
Built the presales operating model: tiered qualification, demo playbook, hiring plan for 12 new SEs.
Result
SE org scaled 16 → 45+ architects. Demo lead time: weeks → days. Pipeline coverage improved 3×.
Three problems, one operator
"Our SEs are our best sellers — and our biggest bottleneck."
Presales operating model: qualification tiers, demo architecture, hiring plan.
6–8 weeks
"We signed partners but nothing sells through them."
Partner tiering, enablement path, channel economics. Predictable indirect revenue.
8–12 weeks
"We win technically and lose commercially."
Value engineering in the sales cycle — not bolted on after the demo.
6–8 weeks
How we work
Duration
6–12 weeks per engagement. Retainer if the work should stay owned.
Cadence
Enough days to own outcomes. Not status meetings.
Location
Remote from Lisbon. On-site for kickoffs and QBRs.
Languages
English. Portuguese.
6–12 week engagements. Mid–five figures. Retainer available.
Scope and pricing: book a diagnostic.
Who this is for
Good fit
- B2B software past €10M ARR (~$11M+)
- Has (or is building) a SE/presales or partner motion
- Wants an operator, not a slide deck
Not a fit
- Pre-product or seed-stage — no SE function yet
- Pure SDR/outbound shops without a technical sale
- Looking for a body shop or junior bench
Products
Software from the same field practice — for AE, SC, FDE, and their managers.
Presales OS
Forward Force Blast
One workspace for AE, SC, FDE, and managers across discovery, evaluation proof, proposal NFRs, and expansion. Interactive demo available.
Labs
Diagnostics and artifacts from live engagements — usable without a call.
Interactive tools
Value Model Generator
ROI model for AI and B2B SaaS deals, including an AI agent preset. Drafts stay in your browser.
Objection → Value Bridge
Turn objections into a reply, proof ask, and next question. Drafts stay in your browser.
Team Charter Builder
Sales × SE × Product on one page — mission, owners, decision rights, and SLAs. Drafts stay in your browser.
Team Ratio Planner
AE : SE : CSM ratios by stage, ACV, and deal complexity — and when to hire the first SE. Drafts stay in your browser.
Land-and-Expand Planner
Map a first deal to 24-month seat and department growth plus expansion revenue. Send the result to the Value Model Generator. Free in your browser.
Retention Value Calculator
Quantify retained revenue from a churn reduction. Formula is shown. Drafts stay in your browser.
Speed-to-Quote Calculator
Estimate revenue lost when quotes take too long. Formula is shown. Drafts stay in your browser.
Billable Capacity Calculator
For professional services: billable value from hours freed, shown gross and utilisation-adjusted. Drafts stay in your browser.
AI Value Selling Training
From a 45-minute online session to a 2-day SE operating model workshop. Ask for dates for your team.
Quick diagnostics
SE Operating Model Health Check
Seven questions to assess whether your presales motion needs an operator.
Partner Motion Diagnostic
Six questions to assess whether your partner channel is ready to scale.
Artifacts
SE Hiring Scorecard
Structured interview rubric for solution engineers: technical depth, demo presence, discovery skills. Calibrated across 30+ hires.
Partner Tiering One-Pager
Framework for segmenting partners by revenue potential and enablement cost. Includes economic model and tier criteria.
Value Engineering Checklist
Pre-demo qualification checklist that surfaces business outcomes before the technical deep-dive. Reduces wasted POCs.
RT
About
Rui Toscano
Rui Toscano runs Disruptive Littoral. 15 years building SE and partner ecosystems at OutSystems ($15M → $450M ARR). One senior operator per engagement.
Book a diagnostic
30 minutes on the pipeline problem. You leave with a diagnosis — even if you never hire us.