NL Consulting

Scale revenue, not chaos.

I build revenue engines for tomorrow's market leaders.

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Who it's for

Past the spreadsheet. Not yet a scaled machine.

I work with teams that have outgrown founder-led sales but haven't built the full revenue engine yet, with or without a RevOps person in the seat.

  • Founder-led sales has hit its ceiling.

    The founder closes every deal and the pipeline lives in their inbox. Nothing is written down for the next seller.

  • You just raised and you're hiring sellers.

    New reps need a process, territories and a working CRM on day one, not in month six.

  • The board asked for a forecast.

    The answer was a spreadsheet and a shrug. Nobody can say which segment converts or why deals slip.

  • You're at 50 people and the systems haven't kept up.

    Sales, marketing and finance each keep their own numbers. Every QBR starts with an argument about whose are right.

  • Your RevOps team is stretched thin.

    One or two people own the CRM, the reporting and every request. I add senior hands and build alongside them.

What I'm seeing

A pipeline nobody trusts. A team playing a single-player game.

How most teams land

Trees in separate pots

  • Outbound runs on spreadsheets and personal inboxes.
  • Every rep has their own AI tools and prompts.
  • The founder can't see which segment converts.
  • A good workflow stays with one person.
What scales

One root system

  • One CRM that logs every touch on its own.
  • Workflows built once and used by the whole team.
  • Pipeline and conversion visible by segment.
  • One rep's best habit becomes everyone's.

How it works

It starts with a three-month GTM Sprint.

Then month to month, for as long as you need the extra hands.

  1. 01Month 1

    Decide where to win.

    I talk to you and your sales team, audit the CRM and the stack, and come back with a readout: what's broken, what to build first and what can wait.

    Focus before tooling

  2. 02Months 2–3

    Build the foundation.

    CRM, deal stages, routing and the core reports. The team gets one view of pipeline, conversion and onboarding.

    One source of truth

  3. 03Month 4 on

    Automate the rest.

    Enrichment, activity capture and AI follow-ups where they save time. I check reports against real activity, write it all down and hand it over with clear owners.

    More with AI, not headcount

A weekly 30–45 minute working session. One backlog. Decisions written down.

What I build

One system from target list to closed deal.

I connect research, outreach, the CRM and reporting so selling runs on one record, not a stack of spreadsheets.

  1. 01

    Research

    Target lists that fit the ICP, enriched with the context outreach needs.

  2. 02

    Enable

    Messaging, decks and collateral for each segment and use case.

  3. 03

    CRM

    Every email, call and meeting logged on its own. Deals tracked to close.

  4. 04

    Activate

    New clients tracked through onboarding and first use. Blockers get owners.

  5. 05

    Measure

    Conversion and time in each stage, by segment, channel and quarter.

One connected recordCompany, contacts, interactions, opportunity, stage and next step, in one place.

Capabilities

GTM Solutions tailored to fit your needs.

AI workflows

  • Call and email capture into the CRM
  • AI-assisted CRM updates and follow-ups
  • Research and enrichment agents
  • Deal-risk flags

Outbound and routing

  • ICP definition and target lists
  • Messaging for each segment
  • Lead scoring, routing and account assignment
  • Speed-to-lead SLAs

CRM systems

  • Salesforce, HubSpot and Attio set-up
  • CRM migration and cleanup
  • Sales process and stage design
  • Tech stack audits

Reporting

  • Exec, seller and funnel dashboards
  • Seller scorecards and stalled-deal analysis
  • Onboarding-to-activation tracking
  • Board reporting and revenue reviews

Planning

  • Revenue forecasting
  • Targets for each seller
  • Capacity planning and GTM budget
  • Pricing strategy and modeling

Pay and team

  • Commission modeling and payout automation
  • Comp plan design and rollout
  • First sales hires
  • Sales collateral

Built for crypto and fintech

Signed isn't live.

In crypto and fintech, the contract is the start. Compliance and integration run alongside the deal, and revenue starts when the client first transacts. Most CRM setups stop at closed won. I build past it.

  1. 01

    Target

    A contact, a source, an owner and a reason to reach out.

  2. 02

    Qualified

    Need, decision-makers and next step are clear.

  3. 03

    Negotiation

    Pricing, terms, open questions and a target close date.

  4. 04

    Integration

    Technical setup and testing, with owners and dates.

  5. 05

    Closed won

    The agreement is signed. Onboarding stays visible.

  6. 06

    Go-live

    When the client can transact, when they first do, and the gap between the two.

  7. 07

    Active client

    Ongoing activity and expansion, without reopening the deal.

  8. Compliance, in parallelKYC, KYB, due diligence and legal review, tracked alongside the deal with owners and open items.

Pipeline by quarter

Qualified opportunities by stage, client type and expected close.

Signed to go-live

Onboarding time and the gap before the first transaction that earns revenue.

Repeat activity

Which clients keep transacting, by go-live cohort and segment.

Net revenue

Volume tied to realized fees, net of rebates and incentives.

Illustrative stages. The first transaction might be a trade, a payment, a deposit or a mint. We agree yours against how you sell.

Case studies

Adoption first. The data followed.

Here are some realized outcomes of past projects.

Case Study #1: A Successful CRM Migration

The situationAn institutional sales org was moving more than 120 users from HubSpot to Salesforce. Fewer than half of open deals had current forecast inputs and close dates, activity wasn't being logged, and leadership couldn't trust the pipeline it reviewed every week. The new CRM had to be one sellers would use, not just one that was installed.

Migrated120+users moved from HubSpot to Salesforce

Every day90+users logged in

From <50%90%+of deals with current forecast inputs and close dates

From <50%85%of open deals with activity in the last 14 days

What I owned

The rollout end to end: the plan, the automations and the KPIs. Weekly hygiene reports pushed to Slack.

How it stuck

I worked with every seller and took the friction out of logging. AI scripts triaged activity capture, so hygiene didn't depend on reminders.

Case Study #2: Optimizing an Inbound Engine

The situationAn institutional sales team was getting steady inbound interest, but leads weren't scored or routed. Only 40% were worked within the response window, sellers found out about new leads late, and there was no reliable way to tell which channels were worth the spend.

From 40%95%of inbound leads worked within SLA

Lead to opportunity15%of inbound leads became sales-qualified opportunitiesFintech benchmark: 4.7%1

Opportunity to won30%of those opportunities closedAverage win rate: 21%2

What I built

Lead scoring and routing so every inbound lead reached the right seller. SLA rules with notification automations, so sellers knew about each lead and followed up on time.

What it changed

Sellers knew about every lead, followed up fast and won. Trusted conversion data showed inbound beating market averages, which justified cutting acquisition spend.

  1. ¹ First Page Sage, Lead-to-Opportunity Conversion Rates by Industry (2025). Fintech: 4.7%.
  2. ² HubSpot, 2024 Sales Trends Report. Average sales win rate: 21%.

About

An operator, not an agency.

Nick Liou

I'm Nick Liou. I built my consulting foundation in M&A advisory at PwC, after studying business at Berkeley Haas. After an MBA at Kellogg, I moved into GTM strategy and operations at hyper-growth crypto companies: FalconX, Anchorage Digital and Kraken. Along the way I launched a trading desk from zero, moved more than 120 users onto a new CRM, and built the pipelines, forecasts, commission plans and reporting that sales teams run on. Now I do this work for founders, sales leaders and lean RevOps teams who need it built right, without adding another full-time hire.

See my background on LinkedIn

FAQ

Questions founders ask first.

Why not hire a full-time RevOps person?

You might, later. Before then there usually isn't a full-time job's worth of RevOps work, and a first hire ends up building alone. I build the machine, write it down and hand it over when you're ready to hire, all for the fraction of a full time hire.

Which CRMs do you work in?

Salesforce, HubSpot, Attio, among others. I'll recommend the one that fits your stage.

Do you only work with crypto companies?

Crypto and fintech are where I've done the work. If your sales motion looks like theirs, with long cycles, compliance steps and institutional buyers, I can help.

How is it priced?

Monthly. I scope it after the first conversation, once I know what needs building. Reach out to me and we can discuss pricing in person.

What is fractional RevOps?

A senior operator who builds and runs your revenue operations part time: CRM set-up, lead routing, pipeline reporting, forecasting and commission plans. You get the system a full-time RevOps hire would build, without the full-time hire.

Who do you work with?

Crypto and fintech companies, usually seed to Series C with a small sales team. That includes prime brokers and OTC desks, custody and wallet infrastructure, stablecoin and payments companies, and tokenization platforms. I'm based in Los Angeles and work remotely with teams in the US and abroad.

Is the work confidential?

Yes. Engagements are confidential.

How do we start?

Send a note below. I'll reply within two business days with a time to chat.

Let's build yours.

Tell me what isn't working. I take on a limited number of engagements each quarter.

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