MB EDGE AND FIT
What exactly does MB Edge do?
MB Edge is a senior-led GTM operating partner for B2B technology companies whose commercial complexity has outgrown their commercial discipline. The work connects strategy, revenue operations and execution leadership so the commercial system becomes clearer, more governable and more repeatable.
Who is MB Edge best suited to?
The strongest fit is a B2B software, SaaS, cloud, AI, cybersecurity or fintech technology company with product-market validation and an enterprise or partner-led commercial model. Typical clients are entering, scaling or correcting execution across Singapore and Southeast Asia, and need senior intervention without a large consulting team.
Where does MB Edge work?
MB Edge is based in Singapore and works with companies operating across Southeast Asia and the wider APAC region. Engagements can be delivered on site, remotely or through a practical hybrid model.
How is MB Edge different from a conventional consultancy?
MB Edge combines board-level commercial judgement with direct operating involvement. Every engagement is designed and led by Michel Borst, connecting strategic choices with the revenue mechanisms, governance and leadership cadence required to execute them. The result is a senior-led intervention with clear ownership from diagnosis through implementation and adoption.
SERVICES AND ENGAGEMENTS
Services and engagements
How long does a typical engagement last, and how does Fractional CRO differ from interim leadership?
The GTM Strategy Sprint runs for four weeks and the RevOps Lab runs for 90 days. Fractional CRO support is typically one to three days per week for an agreed period. A Fractional CRO provides recurring senior commercial leadership for a defined portion of the week, while an interim CRO usually provides near-full-time, time-bound executive coverage. A permanent CRO holds the ongoing executive role.
Which markets in Southeast Asia do you cover?
MB Edge is based in Singapore and works across Southeast Asia and the wider APAC region. The operating model creates regional consistency while allowing for the material differences in buyer behaviour, partner structure and execution requirements between markets.
Will you manage our CRM directly?
MB Edge defines the commercial operating model, governance and decision requirements the CRM must support. Where technical configuration is required, MB Edge works with the client’s internal operations team or a specialist implementation partner.
Who needs to be involved in the process?
Every engagement needs an accountable executive sponsor, access to relevant commercial data and timely participation from the leaders responsible for strategy, sales, marketing, revenue operations, finance or partners. The exact group depends on the constraint being addressed. Clear decision rights and internal ownership are established at the outset.
Do you use junior consultants for delivery?
No. Michel Borst personally designs and leads every engagement, participates in the working sessions and remains accountable for the quality of the intervention. Specialist support may be coordinated where technical implementation is required, but leadership of the work remains direct.
How do we begin the process?
The first step is a 30-minute GTM Diagnostic conversation. It establishes whether the immediate issue is strategic clarity, revenue truth, execution governance or leadership capacity and whether MB Edge is the right partner.
What does a GTM diagnostic reveal?
The initial 30-minute GTM Diagnostic is a confidential fit assessment. It helps identify where the constraint is most likely to sit, what evidence should be examined next and whether MB Edge is the right partner. Where a deeper evidence-based baseline and priority map are required, a separate diagnostic engagement can be scoped.
What is the Truth Qualification System?
The Truth Qualification System is MB Edge’s evidence standard for assessing opportunity movement, forecast confidence and execution risk. It anchors stage progression in observable buyer evidence rather than seller activity. The full operating mechanics remain protected delivery IP, while the public principle is simple: pipeline and forecast decisions should be supported by evidence that leadership can inspect.
Do you support market entry and localisation across Southeast Asia?
Yes. MB Edge helps B2B technology leadership teams prioritise markets, define what should remain regionally consistent and identify what must change locally. The work can cover country sequencing, buyer behaviour, partner roles, route to market, commercial assumptions and activation guidance. It is designed for disciplined localisation rather than a disconnected strategy for every market.
Do you design partner and channel strategies?
Yes. Partner and channel design can be included in the GTM Strategy Sprint and, where appropriate, governed through the RevOps Lab or Fractional CRO engagement. The work defines partner roles, incentives, joint motions, pipeline accountability and governance so that direct and indirect routes support the same commercial priorities.
Can we engage MB Edge for only one of the three services?
Yes. Each core offer can be engaged independently when the commercial constraint is clear. The diagnostic establishes the most proportionate starting point. Some organisations need a focused four-week strategy decision, others need a 90-day revenue-system intervention, and others require embedded senior leadership. The three offers connect through one operating-system logic, but they are not sold as a mandatory sequence.
How long does a Strategy Sprint take?
The GTM Strategy Sprint is a focused four-week engagement. It moves from diagnosis to explicit choices about markets, ICP, positioning and route to market, then concludes with a leadership-aligned 90-day activation plan.
Is Embed the Advantage a branding or marketing service?
No. Embed the Advantage is the buyer-value discipline inside the E.D.G.E. System. It helps sellers, partners and internal champions understand, repeat and defend the commercial value of a decision. It may inform positioning and messaging, but it is not a standalone creative, advertising or brand-production service.
How is MB Edge different from a sales-training company?
MB Edge may coach leaders and teams during implementation, but the primary work is operating-system design and execution leadership. It establishes commercial choices, definitions, governance, inspection cadence and accountability, then helps the organisation use them in live operating conditions. Training can support adoption; it is not the core deliverable.
Find the constraint before investing in the solution.
START WITH THE CONSTRAINT
The first conversation identifies whether the issue sits in strategy, revenue operations, execution leadership or buyer meaning. Where MB Edge is not the right fit, we will say so.
30 minutes · Confidential · Direct with Michel
Senior-led from diagnosis through installation and execution.