Black Bubble | GTM Operating Systems

BUILT INSIDE THESE ORGANIZATIONS

Activated Insights athenahealth GE Healthcare Inovalon ABILITY Network Greenway Health Vista Equity Partners Summit Partners Bain Capital Ventures Cressey & Company Evergreen Activated Insights athenahealth GE Healthcare Inovalon ABILITY Network Greenway Health Vista Equity Partners Summit Partners Bain Capital Ventures Cressey & Company Evergreen

WHO WE WORK WITH

Three situations that bring companies to us.

You've outgrown founder-led sales.

The founder was the sales motion. Now you have reps, but every one runs a different play. Forecast calls are guesswork. The board is asking questions you can't answer with confidence. You need a system, not just a team.

You just closed an acquisition.

Two companies. Two tech stacks. Two sales motions. Every day they stay separate costs you pipeline, retention, and credibility with your investing team. The integration doesn't fix itself.

You hired the right leader. The system isn't there.

Your new VP Sales or CRO is running without a working CRM, without enablement that's been built, and without comp structures that incentivize the right behavior. They need the infrastructure — not just the seat.

Most consultants hand you a deck. We build the system.

A playbook your competitors can copy isn't a competitive edge. Black Bubble designs and builds the GTM infrastructure that belongs to you — proprietary, bespoke, and operational the day we hand it off. You don't stay dependent on us. That's the point.

THE 6M FRAMEWORK

A diagnostic built around your business.

Before we build anything, we diagnose everything. The 6M framework maps your go-to-market at every level — company-wide and within each department. Six dimensions. Honest answers. A clear picture of where the gaps are.

MARKET

Do you actually understand your buyer — or just your product?

MESSAGING

Is your pitch landing, or are you losing deals you should win?

MOTION

Can every rep run the same sale, or is your process person-dependent?

MECHANICS

Is your tech stack helping your team sell, or getting in the way?

MEASUREMENT

Are you measuring what predicts revenue, or what's easy to track?

MUSCLE

Do you have the right people, in the right roles, with the right incentives?

Start with a diagnostic →

THE ENGAGEMENT

We prescribe direct fixes and implement them. Here is what a typical engagement looks like.

Diagnose

WEEKS 1–3

We run the full 6M diagnostic across your organization. You get a prioritized picture of what's working, what's broken, and what's missing — with no obligation to continue.

Build

WEEKS 4–10

Process, playbooks, tech stack, enablement, measurement — designed for your specific market and team. Every deliverable is documented, tested, and built to run without us in the room.

Deploy

WEEKS 10–12

Your team runs it. We're there through the handoff to make sure nothing falls through the cracks. The system belongs to you — you don't need us on retainer for it to work.

WHO DOES THIS WORK

We've lived the perspective of each role in GTM.

Josh Kondik spent 13 years building and scaling GTM systems inside PE-backed HealthTech companies — carrying quota, managing teams, integrating acquisitions, and building the RevOps infrastructure behind the revenue number.

He's worked inside organizations backed by Vista Equity, Summit Partners, Bain Capital Ventures, Cressey & Company, and Evergreen. He knows what the board asks, what the operating partner expects, and what it takes to build a GTM system that survives a leadership transition.

ARR scaled at Activated Insights

M&A integrations

13 yrs

Inside PE-backed HealthTech

100+

Trained sales professionals

Read the full story →

If your GTM has a ceiling, let's find it.

30 minutes. No deck. A direct conversation about where your go-to-market is and what it needs next.

Book a Discovery Call

Prefer to send a message? Contact us here.

The GTM that got you here won't get you to the next stage.