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All Case Studies
Infrastructure Build

Fractional Sales Capacity
While the Business Built Its Own Team

IT & Managed Services  ·  Canada  ·  Growing SMB

IndustryIT / Managed Services
Company SizeGrowing SMB
Target MarketCanadian Businesses
ChannelsCold Calling + Fractional Sales
EngagementOutreach + Fractional Sales Rep
The Situation

Good pipeline.
A sales hire that didn't work out.

This Canadian MSP had been working with BitWide on a cold calling campaign that was generating qualified pipeline. The outreach was working. The problem was what happened next: the sales representative they had hired to convert those leads wasn't the right fit.

They tried to solve it by hiring again, which didn't work either. Then they came back to BitWide with a different ask: could BitWide provide a fractional sales professional who could convert the pipeline while they figured out the permanent hire?

BitWide proposed a fractional sales solution drawing from a pool of experienced sales professionals already working across other BitWide clients. One was onboarded quickly, already familiar with the outreach context and the types of conversations in progress.

Qualified Pipeline with No One to Close It
The outreach was generating the right conversations. Without a capable closer, those conversations were going nowhere and the pipeline was deteriorating as prospects went cold.
Failed Hiring Attempt
The wrong sales hire is a significant cost: salary, onboarding time, and the pipeline damage that happens while a poor performer occupies the role. The client needed a capable alternative without another long hiring process.
Need for Speed and Context
A new person would need to get up to speed on the product, the market, and the existing conversations quickly. BitWide's fractional professional had relevant context already because they operated within the same outreach ecosystem.
What We Built

A connected outreach and
closing function.

BitWide added a fractional sales professional to the existing outreach engagement, creating a single connected system from first contact to signed client.

01
Fractional Sales Professional Onboarding
An experienced sales professional from BitWide's pool was onboarded to the client's engagement. Because this person was already familiar with the types of MSP conversations BitWide generates across multiple clients, ramp time was significantly shorter than a cold external hire.
02
Pipeline Review and Re-Engagement
The fractional rep reviewed the existing pipeline, prioritised conversations that were still warm, and re-engaged prospects who had gone quiet since the previous sales rep's departure. A structured re-engagement approach recovered conversations that would otherwise have been lost.
03
Connected Handoff from Outreach to Sales
With both outreach and closing handled by BitWide, the handoff between prospecting and sales became seamless. Context from the initial conversation was passed directly to the fractional rep, removing the typical degradation that happens when a warm lead passes between disconnected people.
04
Bridge to Permanent Hire
The fractional arrangement was designed explicitly as a bridge. While the rep was converting pipeline, the client ran a proper hiring process for a permanent sales professional — this time with a clearer brief based on what they had learned from the fractional engagement.
What the System Produced

Pipeline converted.
No gap in the sales function.

The fractional arrangement kept the sales function running without interruption while the client built toward a permanent solution.

Fast
Onboarding
Operational far quicker than a new hire
Recovered
Cold Pipeline
Warm leads re-engaged after sales gap
Connected
Outreach to Close
Single system, no handoff degradation
Bridge
to Permanent Hire
Proper hiring process, right brief

The fractional arrangement solved two problems simultaneously: it kept the sales function operational during a period where a bad hire had left a gap, and it gave the client a working model to reference when building the brief for their permanent sales hire.

The connected outreach-to-closing system removed the single biggest source of pipeline loss in most small business sales operations: the handoff. When prospecting and closing are run by disconnected people, context degrades and warm leads go cold. Running both through BitWide eliminated that gap entirely for the duration of the engagement.

Pipeline building up.
No one to close it.

If your outreach is working but the sales function has a gap, book a call. A fractional arrangement can bridge the difference while you build the right permanent solution.

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