So You Didn’t Make the Quarter. Now What?

By Kristin Oelke, Managing Director, Growth Services at Brightrose Ventures

September 30 has come and gone. Cue the dashboards, the board calls, and the slightly awkward “we’ll do better next quarter” pep talks. If you’re reading this, chances are Q3 didn’t exactly land the way you hoped. Pipeline shortfalls, revenue gaps, GTM strategies that looked great in slides but somehow didn’t convert - sound familiar?

First, take a deep breath. You’re not alone. Gartner recently reported that 83% of B2B leaders believe their go-to-market model needs “significant” or “very significant” change to hit growth goals. Translation: the old playbook isn’t cutting it anymore.

The myth? You just need to “push harder” in Q4. The reality? If your GTM engine wasn’t working last quarter, pressing the gas pedal isn’t going to magically fix it. Doing more of the same will just get you more of the same - missed goals, burned-out teams, and disappointed investors.

Here’s the kicker: Q4 is a short runway. Waiting until January to rethink GTM is like saying you’ll start training for the marathon after you’ve already run it.

Now is the time to look honestly at what’s broken. Are your demand gen programs reaching the right buyers? Is your sales content resonating? Is your tech stack (hello, HubSpot) actually set up to drive outcomes - or is it just a fancy CRM graveyard?

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About Kristin Oelke

Kristin Oelke brings 20 years of experience modernizing and scaling marketing functions across Big Tech, high-growth startups, and global partner ecosystems. She partners with investors, founders, and C-Suite leaders to design and execute strategies that drive measurable revenue impact.

She is also a frequent speaker and the author of TRUST: Unlocking B2B Growth Strategies in Today’s AI World, where she explores how companies build credibility, reduce buyer friction, and scale predictably through transparent execution, public proof points, and trust-driven content.

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FAQs

What are the top reasons SMB and mid-market tech companies work with advisory firms?

Companies partner with advisory firms to tap into battle-tested expertise, access fractional support without long-term overhead, and gain faster connections to trusted resources proven to work with early-stage and scaling businesses. Advisory partners also bring fresh perspective, speed to execution, and the ability to build trust with investors through transparent reporting and measurable outcomes.

How are Brightrose Growth Services different from other tech advisory offerings?

Brightrose Growth Services combine proven operator experience with fast, execution-first support built for today’s AI-driven B2B environment. We help companies break through digital noise with content that educates and resonates, build scalable tech foundations, and deliver the proof points and reporting that earn trust with both buyers and investors.

What makes the Brightrose Growth Services fractional model more effective than hiring in-house?

Rather than relying on a single marketing leader, Brightrose Growth Services provide a senior-led team across demand gen, CRM, lifecycle, content, and analytics. We accelerate growth with integrated execution, a more efficient demand engine, transparent reporting, and trust-building content—all at a predictable monthly cost.

How can startups begin leveraging Brightrose Growth Services on a small budget?

Most begin with a Brightrose Assessment to get a clear, prioritized plan and identify immediate quick wins. From there, startups activate a fractional team that scales with the business—gaining early proof points, trusted content, a scalable tech stack, and investor-ready reporting without overinvesting.