FYMA
Fyma is an AI-powered computer vision platform serving commercial real estate customers across Europe and North America. As an ambitious, fast-growing business, Fyma had strong product traction but relied heavily on founder-led sales.
In January 2025, Mike joined Fyma as Advisor and fractional CRO to establish a scalable GTM framework, elevate the commercial organisation and transition revenue ownership from the founder to a dedicated sales team.
Results at a Glance
Shift from founder-led to sales-led sales
Sales cycle shortened by ~3×
A tailored GTM operating framework designed and implemented
Head of Sales elevated and up-skilled, unlocking higher performance
Founder freed to focus on product, fundraising, and strategic growth
Pipeline expansion and new opportunities opened through elite networking
Team alignment, clarity and confidence significantly strengthened
Case Study:
Transforming Founder-Led Sales Into a Scalable, Sales-Led Growth Engine
The Professional Impact
Mike approached our business with the calm, measured wisdom that comes from years of building Go-to-Market teams. Rather than arriving with a predetermined playbook, he took the time to understand where we needed help, where he could contribute and where his impact would be greatest. This thoughtful approach set the tone for everything that followed.
His greatest achievement? Helping us transition from founder-led sales to sales-led sales - something that's notoriously difficult in a startup environment. For the first time in Fyma's history, I'm no longer the only person the business relies on to close deals. That shift has been enormous, freeing me to focus on building the company and expanding my capabilities rather than being trapped in the sales motion.
Mike didn't just take things off my plate - he built the foundation for sustainable growth. He developed a framework tailored specifically to our needs, guided the team through adoption and then helped us start delivering results. Our sales cycle has shortened by approximately three times. He's opened doors through his network. The results speak for themselves, but it's the how that makes Mike special.
The Human Element
What sets Mike apart is who he is as a person. He's avuncular, mature and fun to work with: someone who brings a no-nonsense attitude that makes doing business refreshingly straightforward. In a world where consultants often sell talk, Mike delivers substance. He doesn't suffer fools lightly, which means every conversation is productive and every interaction moves us forward.
For me as a founder, having Mike has been invaluable. He's someone I can genuinely learn from, someone who's been in the trenches and has the battle scars and wisdom to show for it. He's lightened my load in ways I didn't even realise were possible.
The Ripple Effect
Perhaps most importantly, Mike's influence extends beyond his direct contributions. I've watched our Head of Sales, Sam - who is exceptional at what he does - unlock another level of capability under Mike's guidance. Mike has this ability to draw out that extra bit of magic from people, helping them become even better versions of themselves.
As a team, we work incredibly well together, and that's a testament to Mike's ability to blend in, understand our culture, and elevate everyone around him. He didn't come in to impose his way - he came in to help us find ours, but better.
“Mike is more than a fractional CRO. He's a mentor, a force multiplier, and genuinely one of the best people I've had the privilege to work with.”
Karen Burns, CEO & Founder, Fyma