Solanasis Playbook: Getting onto Consulting Marketplaces (Catalant + peers) — Revenue Fast, Credibility Compounding
Tailored to Dmitri (CEO / Software Architect) and Solanasis: Security • Resilience • Operations. Wedge: security assessments, disaster recovery (DR) restore verification, data migrations, CRM rescue, systems integration/automation, responsible AI guardrails.
What “winning” looks like (so you don’t drift)
Primary goal (0–30 days): get accepted + get into active matching + close 1 paid engagement (even a small sprint).
Secondary goal (30–90 days): convert sprint work into retainers (“Operational Resilience Partner”) and gather 3–5 testimonials.
Your advantage: you’re not pitching generic IT consulting. You’re selling outcomes that executives already fear:
- “We have backups” → prove restore works
- “Security’s probably fine” → map gaps + prioritized plan
- “Migration will be quick” → reduce blast radius + runbook
- “Our CRM sucks” → fix adoption + data + automation
- “Let’s add AI” → guardrails so it doesn’t backfire
The big idea: win via a two-lane strategy
Lane 1 — Marketplaces for deal flow (Catalant / BTG / MBO / etc.)
- You optimize for: searchability, trust signals, responsiveness, scope clarity
- You close: fixed-scope “sprints” first
Lane 2 — Borrowed credibility + proof assets (so you clear the threshold)
- You optimize for: case studies, templates, deliverable previews, references
- You compound: repeatable offers → reviews → referrals → retainers
1) Pick your marketplaces (don’t shotgun)
Recommended shortlist for your profile
Tier A — Best fit for fractional CIO/CISO/ops + project work
- Catalant (project-based consulting marketplace; strong for “senior independent” positioning)
- Business Talent Group (BTG) (executive/interim style; great if you position as “fractional security + ops leader”)
- MBO Partners Marketplace (independent talent marketplace; can be strong for longer engagements)
Tier B — Worth applying but slower / stricter
- Toptal (strong brand; screening can be heavier; better for very defined engineering roles)
- Consultport / Umbrex-style networks (good for “expert bench” positioning; varies by region/needs)
Tier C — Use only if you need quick wins and don’t mind pricing pressure
- Upwork/Contra (not the focus here; use if you need immediate cash flow)
Rule: Apply to 3–5 platforms max at once. Your time is better spent perfecting assets + fast follow-up.
2) Your “Credibility Stack” (minimum viable, high impact)
You’re clearing a trust threshold. Don’t rely on vibes. Build a small, tight stack:
2.1 Must-have assets (create once, reuse everywhere)
- One-page “What Solanasis does” (PDF or webpage)
- Two sprint one-pagers (deliverables, timeline, fixed scope)
- 1 sample deliverable preview (redacted outline or screenshots)
- 2 short case studies (even if early / discounted)
- LinkedIn profile polished (this is your external validation layer)
2.2 Optional but powerful trust signals
- One credible security/resilience credential (pick one to start)
- Partner references (MSPs / auditors / consultants you’ve worked with)
- A lightweight “field notes” newsletter or 3–5 posts that show your thinking
3) Package your services for marketplace buying behavior
Marketplaces reward clarity and low-risk engagement design.
3.1 Your best “front door” offers (the sprints)
Pick 2–3 and lead with these everywhere:
Sprint A (Recommended): Restore Verification Sprint (Backups that actually restore)
Outcome: prove recovery works + reduce RTO/RPO risk.
Deliverables (example):
- Restore test plan (systems + success criteria)
- 1–2 controlled restore tests (agreed scope)
- Evidence pack (screenshots/logs + checklist)
- Findings + prioritized remediation plan
- “Next 30 days” hardening roadmap
Sprint B (Recommended): Security Posture Reality Check (fast risk map + plan)
Outcome: a clear, prioritized plan executives can act on.
Deliverables (example):
- Environment inventory starter (what matters)
- Top risks mapped to business impact
- Quick wins (1–2 weeks)
- 30/60/90 remediation roadmap
- Exec-ready summary
Sprint C: Migration Risk & Runbook Sprint
Outcome: reduce “slow-motion failure” migrations.
Deliverables:
- Migration architecture + rollback strategy
- Data mapping + validation checks
- Cutover plan + comms plan
- “Day-2 operations” runbook
Sprint D: CRM Rescue Sprint (Adoption + data + automation)
Outcome: make CRM usable + reliable.
Deliverables:
- Funnel/pipeline model cleanup
- Data quality triage + dedupe rules
- Required fields & governance
- Automation map + “no-magic” integrations
- Adoption checklist + SOPs
Sprint E: Responsible AI Guardrails Starter
Outcome: let orgs experiment without liability blowback.
Deliverables:
- Allowed use-cases + prohibited use-cases
- Data handling policy + vendor checklist
- Basic model risk assessment
- Prompt hygiene + access controls
- Pilot governance template
3.2 The conversion offer (retainer)
After any sprint, offer the retainer as the “obvious next step”:
Operational Resilience Partner (Fractional CIO/CISO/COO blend)
- Monthly risk review + roadmap execution
- Vendor/stack rationalization
- DR drills + tabletop exercises
- Security program oversight
- Migration/automation governance
Positioning line: “We fix the stuff everyone ‘means to get to’—with proof, not promises.”
4) Build a marketplace profile that converts (copy/paste templates included)
Most profiles fail because they:
- sound generic (“IT consultant”)
- list tools instead of outcomes
- don’t show proof or process
4.1 Your profile architecture (use this structure)
- Headline: outcomes + wedge + audience
- 2-sentence hook: what you do + why it matters
- Offer catalog: 3 sprints + retainer
- Proof: numbers, scope, years, notable systems
- Process: how you work (clear steps)
- Keywords: the platform search terms
4.2 Ready-to-paste profile copy (tailored to Solanasis)
Headline options (choose one)
- Option A (Recommended): Fractional CIO/CISO for SMBs & nonprofits — security, DR restore verification, migrations, and operational resilience
- Option B: Operational Resilience Consultant — security assessments, restore testing, migrations, and “CRM rescue”
- Option C: Security + Ops leader (fractional) — turn “probably fine” into verified controls and working recovery
About / Summary (short)
Solanasis helps SMBs and nonprofits fix the operational risks that quietly become expensive: security gaps, untested backups, messy migrations, underused CRMs, and brittle integrations.
I deliver clear steps, real evidence, and practical runbooks—so your team can operate safely without “magic.”
Services (bullet)
- Restore Verification Sprint (prove backups restore; evidence pack + remediation plan)
- Security Posture Reality Check (risk map + quick wins + 30/60/90 roadmap)
- Migration Risk & Runbook Sprint (rollback strategy + cutover plan + validation)
- CRM Rescue Sprint (data quality + adoption + automation governance)
- Responsible AI Guardrails Starter (policy + governance + vendor risk checklist)
- Ongoing: Operational Resilience Partner (fractional CIO/CISO/ops)
Proof bullets (customize)
- Built and scaled a bootstrapped ERP SaaS (launched 2007; organic growth)
- Hands-on architect + operator: systems integration, data, security, operations
- Pragmatic delivery: checklists, runbooks, documentation, and change management
Important: On marketplaces, specificity beats prestige. Add concrete examples: “tested restores for Microsoft 365 / Google Workspace,” “data migration from X to Y,” “CRM cleanup for Z users,” etc.
5) The acceptance game: what platforms screen for (and how you pass)
Most platforms filter for:
- seniority signals (leadership, ownership, accountability)
- clarity of niche (not “generalist”)
- communication (clean writing, structured thinking)
- proof and references
Your passing strategy (simple)
- Present as fractional leader who sells sprints (low-risk) and retainers (high LTV).
- Use the wedge offers to show you are not a commodity.
6) Application checklist (do this in order)
Step 1 — Build your “profile packet” folder (1 hour)
Create a folder with:
- Resume (1–2 pages, consulting-friendly)
- One-page Solanasis overview
- 2 sprint one-pagers
- 2 case studies (1 page each)
- Sample deliverable preview (outline or redacted report)
Step 2 — Clean up LinkedIn (30–60 minutes)
- Banner that matches Solanasis vibe (professional, raw/authentic)
- “About” matches marketplace profile
- Featured: 1-page overview + 1 sprint one-pager + booking link
- Collect 3 recommendations if possible (even from past colleagues/clients)
Step 3 — Apply to marketplaces (same day)
- Use consistent keywords across all profiles
- Select categories that match “security, IT leadership, operations, resilience, risk”
- Don’t oversell scope. Make it feel safe and bounded.
Step 4 — Follow-up cadence (this is where wins happen)
- Respond to any platform message within 2–4 hours during business days
- Keep a short “availability + next steps” template ready (below)
7) Proposal & call scripts (so you don’t lose deals)
7.1 First reply template (platform message)
Goal: establish credibility + reduce ambiguity + lock a call.
Thanks — I can help. To keep this safe and fast, I typically start with a short scoped sprint that produces clear deliverables (evidence + roadmap).
A few quick questions so I can propose the right scope:
- What’s the business impact if this goes wrong?
- What systems/users are in scope?
- Any deadlines or upcoming events (audit, renewal, migration date)?
I can share a 2–3 option scope within 24 hours.
7.2 Discovery call structure (30 minutes)
- Outcome + risk framing (5 min)
- Current state (10 min)
- Constraints (5 min) — time, access, approvals
- Proposed sprint (7 min) — deliverables + timeline
- Next step (3 min) — start date + access checklist
7.3 Pricing posture (keep it clean)
- Offer fixed-scope pricing for sprints (less scary than hourly)
- Keep hourly as a fallback for ambiguous work
- Use tiers: “Good / Better / Best” scopes
Don’t race to the bottom. Your differentiation is risk reduction + evidence + runbooks.
8) Operating system: how to execute without a team
You’re currently the main operator, so optimize for repeatability.
8.1 Standard engagement pipeline
- Inquiry → 2) discovery → 3) sprint proposal → 4) deliver → 5) debrief → 6) convert to retainer
8.2 Your standard deliverable kit (reuse every time)
- Executive summary (1 page)
- Findings + risk prioritization
- Evidence pack (screenshots/checklists)
- Remediation plan (30/60/90)
- Runbook / SOPs
8.3 Minimal tool stack (keep it lightweight)
- Notion/Coda/Google Drive folder per client
- Checklist template for each sprint
- A single “weekly status update” template
- Simple time tracking even for fixed scope (so you learn margins)
9) Specific Catalant-style optimization (what typically matters)
Even if platforms differ, the patterns are consistent:
9.1 Keyword strategy (so you show up in search)
Add these (where relevant):
- fractional CIO, fractional CISO, IT leadership
- cybersecurity assessment, risk management
- disaster recovery, business continuity (BC), restore testing
- incident response readiness, tabletop exercise
- Microsoft 365 / Google Workspace security (if applicable)
- data migration, ETL (extract-transform-load), cutover plan, rollback
- CRM implementation, CRM optimization, RevOps (revenue operations)
- systems integration, automation, governance
- responsible AI, AI policy, data governance
9.2 “How you work” section (the credibility flex)
Write it like this:
- Week 1: inventory + scope + first findings
- Week 2: testing + evidence + roadmap
- End: exec readout + handoff runbooks
9.3 References (when possible)
Have 2–3 people ready to vouch for:
- delivery speed
- clarity
- operational maturity
10) What to do if you’re not getting matches
Diagnose quickly (don’t guess)
If you’re accepted but no inbound:
- Your keywords are wrong OR too broad
- Your offerings look risky/unbounded
- You lack proof artifacts
- You respond too slowly
Fixes (in order):
- Narrow to 2–3 sprints only
- Add a sample deliverable preview
- Add 2 case studies
- Rewrite headline to include “fractional CIO/CISO” + a wedge
- Increase response speed + availability
11) The 30-day execution plan (do this exactly)
Week 1 — Build assets + apply
- Create profile packet folder
- Polish LinkedIn + Featured
- Apply to 3–5 marketplaces
Week 2 — Proof + outreach
- Publish 2 LinkedIn posts:
- “Backups aren’t real until restore”
- “Migrations fail in slow motion”
- Ask 5 contacts for intros to MSPs / auditors / CFOs
- Draft 2 case studies (even if small/early)
Week 3 — Close a sprint
- Push fixed-scope sprint proposals
- Offer “Good/Better/Best” scope options
- Keep start dates close (urgency helps)
Week 4 — Convert to retainer
- Deliver sprint with an “Exec Readout”
- Immediately propose retainer with a 90-day plan
- Ask for a testimonial + referral
12) Your “Offer Definition Worksheet” (fill this out once)
Use this to lock your messaging and keep it consistent across platforms.
12.1 Target customer
A (Recommended): SMBs + nonprofits (20–500 staff) with messy systems, compliance pressure, and thin IT leadership
B: Pre-revenue startups needing security basics
C: Mid-market only (harder to enter)
Notes:
12.2 Primary wedge offer
A (Recommended): Restore Verification Sprint
B: Security Posture Reality Check
C: Migration Risk & Runbook Sprint
Notes:
12.3 Your strongest proof point
A (Recommended): built/scaled ERP SaaS + hands-on operator + clear deliverables
B: brand-name logos (if any)
C: certifications (if any)
Notes:
12.4 Your conversion retainer
A (Recommended): Operational Resilience Partner (fractional CIO/CISO/ops)
B: security-only retainer
C: migrations-only retainer
Notes:
13) Case study templates (write 2 fast)
Template (1 page)
Client type: (SMB/nonprofit, industry)
Problem: (what was at risk)
What we did (sprint): (3–6 bullets)
Deliverables: (evidence, roadmap, runbooks)
Outcome: (time saved, risk reduced, clarity gained)
Quote: (optional)
If you don’t have metrics, use “before/after clarity” outcomes: “moved from assumptions to verified restore evidence; created a prioritized remediation plan; reduced uncertainty and improved readiness.”
14) Pro tips (the “smart cuts” that matter)
- Sell proof, not promises: evidence packs, checklists, and restore results.
- Bounded scope closes faster: “2-week sprint” beats “open-ended consulting.”
- Write like an operator: crisp bullets, timelines, deliverables.
- Your personal profile is the spear: marketplace buyers trust people before brands.
- Pipeline needs oxygen: keep one foot in partner referrals while marketplaces mature.
Appendix A — Your “Marketplace Profile Checklist”
- Headline includes fractional CIO/CISO + wedge
- 2-sentence hook uses executive language (risk/outcome)
- 3 sprints max listed clearly
- Sample deliverable preview exists
- 2 case studies included
- Keywords match platform categories
- Response templates ready
- Follow-up cadence set (same-day replies)
Appendix B — Quick “Good / Better / Best” scope skeleton (for proposals)
Good: 1 system / 1 restore test / high-level roadmap
Better: 2–3 systems / 2 tests / roadmap + runbook
Best: adds tabletop exercise + governance + 90-day execution plan
If you want, paste your current resume/LinkedIn “About” section here and I’ll rewrite it into:
- a Catalant-style profile,
- a BTG-style profile, and
- a one-page Solanasis service overview — all consistent and optimized.