The Summit Route
Five camps that take complex technology from “what is it?” to “where do I sign?”
The route at a glance
My end-to-end GTM method for complex technology: five camps, climbed in order, until your team can run it without me.
- 01 · PositionFind true north.Make the extraordinary obvious: who it’s for, why now.Clears
Nobody can repeat your pitch. - 02 · PriceMake yes easy.Price on value, so a heavy decision feels light.Clears
Discounts decide every deal. - 03 · PipelineLight the beacons.Qualified demand every week, not once per launch.Clears
Pipeline runs on the founder. - 04 · SystemsBridge the crevasses.Close the gaps where deals stall.Clears
Pilots never become contracts. - 05 · TeamHand over the rope.A team that sells without you in the room.Clears
Nothing closes when you’re away.
01 · PositionFind true north.
If buyers can’t repeat your pitch, nothing downstream works. I find who feels the pain most, the alternative you really compete with, and the one sentence that makes you obvious. Then we rewrite the story everywhere it lives.
You leave with
Stack
Clears: Nobody can repeat your pitch.
02 · PriceMake yes easy.
Complex products are heavy decisions. Good pricing makes them lighter. I find the value metric buyers understand, package it into clear tiers, and design pilots that are paid, scoped and built to end in a rollout.
You leave with
Stack
Clears: Discounts decide every deal.
03 · PipelineLight the beacons.
Launches spike and fade. A market needs a steady signal. I build the channels that create qualified demand every week: launches, founder-led content, search and AI-assistant visibility, events, partners and signal-based outbound.
You leave with
Stack
Clears: Pipeline runs on the founder.
04 · SystemsBridge the crevasses.
Deals stall in security review, context dies between tools, and pilots drift. I bridge those gaps: CRM, enrichment and routing, AI agents and automation, procurement kits, and a pilot-to-production playbook.
You leave with
Stack
Clears: Pilots never become contracts.
05 · TeamHand over the rope.
The route only works if it runs when the founder is on a plane. I help hire the first GTM people, train them on the story, review calls, and set a weekly rhythm. Then I hand over the rope.
You leave with
Stack
Clears: Nothing closes when you’re away.
Four ways to climb
2 weeks
Recon
Find the stall. One page: the three moves that matter most.
~90 days
Expedition
I build all five camps with your team, then hand them over.
Monthly
Guide on call
On call while your team runs the route.
1–2 days
Team workshop
Your team learns the route on your own product.
Every fee is fixed and scoped on a 30-minute fit call.
Built for cutting‑edge tech that’s hard to explain.
- You built something hard, and it works.
- Buyers love the demo but can’t explain it back.
- You want a system your team runs, not a deck.
Not a fit: pre-product ideas, or “just send more emails.”
Questions from the trail
What is the Summit Route?
The Summit Route is my end-to-end go-to-market method for complex technology. It moves through five camps in order: Position, Price, Pipeline, Systems and Team. It ends when your team can run it without me.
What does a GTM consultant do for deep tech companies?
I turn a product the market doesn’t understand yet into revenue you can repeat. For deep tech, that means five jobs in order: positioning something new, pricing the risk and the pilot, building pipeline, fixing the sales systems, and training the team that runs it.
Who is the Summit Route for?
Founders and leaders of cutting-edge technology that’s hard to explain: AI, physical AI and robotics, infrastructure, developer tools, climate tech, biotech platforms and hardware. The common thread is a product that works and a market that doesn’t get it yet.
What is physical AI go-to-market?
Go-to-market for AI that acts in the physical world: robots, autonomy, vision and sensors. The demo is rarely the problem. Pricing the risk, designing a pilot that converts, and turning one site into many usually are.
How is this different from an outbound agency?
An outbound agency runs one channel. I work the whole route, starting upstream with positioning and pricing, where most stalls begin. I’ve built agencies, so I know exactly where their job ends.
How does an engagement work, and what does it cost?
Four ways in: a two-week Recon to diagnose the route, a roughly 90-day Expedition to build and install it, monthly guidance on call, or a one-to-two-day workshop for your team. Every fee is fixed and scoped on a 30-minute fit call.
