This Week's Episode:

This episode explores the rise of fractional leadership, its benefits, challenges, and how organizations can leverage this model for growth. Featuring insights from Andrew Devlin, a seasoned fractional leader, the discussion covers strategic implementation, infrastructure, and the future of fractional roles.

About our Guest – Andrew Dev:

Andrew Devlin spent 25 years building some of the highest-performing sales organizations in North American technology — leading teams at Cisco, Splunk, Cloudflare, and TELUS that generated over $2 billion in revenue and developed more than 100 sales professionals to President's Club. Recognized as Cisco's Sales Leader of the Year and ranked in the top 1% of global sales leaders, Andrew has a track record of building the kind of sales infrastructure that doesn't just hit quota — it outlasts the people who built it.

Today, as President of ScaleTech CRO and a Sales Xceleration Certified Advisor (President's Circle), Andrew works as a Fractional VP of Sales for B2B companies between $10M and $100M — helping founders and CEOs transition from instinct-driven selling to scalable, repeatable revenue. His current clients span Canada, the US, and Australia, with one achieving 192% of quota following a sales infrastructure overhaul. He also teaches B2B Sales at Okanagan College in Kelowna, BC.

Andrew's core belief: companies don't fail to scale because they lack salespeople — they fail because they never built the foundation those salespeople need to succeed.

Where to Learn More About Andrew:

You can find Andrew's profile on LinkedIn: ⁠⁠Andrew Devlin on LinkedIn⁠⁠

Andrew's Website: andrewdevlin.co

Chapters

00:00 Introduction to Software Sales Simplified

02:08 Understanding Fractional Leadership

03:53 Andrew Devlin's Journey and Insights

07:50 The Rise of Fractional Leadership

11:38 The Value of Fractional Executives

15:16 Implementing Fractional Leadership Effectively

18:59 Recognizing the Need for Fractional Leadership

22:50 Common Traps for Founders in Scaling

23:51 Building Infrastructure for Success

27:38 Understanding Customer Profiles and Market Dynamics

29:52 The Role of Fractional Leadership

34:35 Navigating Change and Trust in Organizations

43:22 Clarity and Scaling in Business

49:32 See You Next Episode

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Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025 and 2026. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.