BarrierXBring your largest open deal

GTM governance for B2B enterprise sales

BarrierX lifts the whole commercial organisation to win and run €1M+ contracts, not only the top sellers.

Bring your largest open deal

Larger contracts are bought differently: more people decide, procurement arrives early and finance tests the business case. ACV means annual contract value.

What changesAround €50K ACVToward €1M+ ACV
Who decidesA champion and their managerA buying group: the economic buyer, finance, procurement, security and the users
How the buyer buysDemo, short trial, order formA scoped proof of value, a security review, procurement and legal
Who runs the dealOne seller working many dealsOne account owner per account, with leadership at set moments
What the forecast rests onThe seller’s judgmentRecorded evidence for each stage, next to the recorded forecast

Sources. Forrester, The State Of Business Buying, 2026 (press release of 21 January 2026); Gartner sales survey of B2B buyers (press release of 7 May 2025).

Where larger deals stall, and what changes

Positioning decides what you sell and to whom. GTM governance decides how every deal earns its signature.

  1. What the CRM says

    Someone moved the deal to Commercial Proposal after a good meeting. Nothing on the screen asks a question.

  2. What the evidence proves

    Each stage has a gate. Two are recorded, so the deal has earned Demo Presentation, not Commercial Proposal.

  3. What happens on Monday

    The gap becomes the agenda. The account owner gets the one question that closes it.

A gate is the proof needed before a deal moves forward.

The full method: four layers and five gates

What runs today: the method, the BarrierX platform with deals and the earned forecast, the Academy and AgentX. Pilots run at client companies. ReX is not live yet.

One deal, five stagesIllustrative example
  1. Discovery Call The buyer stated the problem in their own wordsIn CRMProof recorded
  2. Demo Presentation Earned stage The buying group saw it against their own use caseIn CRMProof recorded
  3. Proof Of Value A first scope and success measure the buyer confirmedIn CRMProof missing
  4. Commercial Proposal CRM stage A named budget holder has seen the business caseIn CRMProof missing
  5. Contract Signed Signed by both parties

The question that closes it

“Who signs off the budget, and when can we meet them?”

Who actsThe account owner, before Monday’s review

Draft prepared by ReX

Barrier Risk, applied to enterprise deals

The method comes from Barrier Risk, the risk discipline of oil and gas and other high‑risk industries, applied to enterprise deals. Every stage requires evidence, and every account has an owner.

Why BarrierX exists

Years with global firms

The team spent years working with Accenture, McKinsey, BCG and other global firms.

In one working session we map who signs, what they still need to see and the question that closes the next stage. These are the five questions it should survive.

  1. Who signs off the budget, and have you met them?

    Until the economic buyer is named and met, Commercial Proposal is not earned.

  2. Has their finance team seen the business case, in their numbers?

    At €1M+, finance tests the business case, not only the champion.

  3. Do you know the procurement and security steps, with dates?

    A long review is not the risk. An unmapped one is.

  4. What is the next step both sides agreed, and when?

    A deal without a dated next step moves back one stage.

  5. Does the forecast survive a director asking what proves it?

    If the answer is confidence, the earned forecast is lower than the recorded one.

Questions leaders ask first

Those tools capture calls and roll up the forecast. BarrierX is the method and the review rhythm around that data: one owner per account, a gate for every stage and a Monday review. It works with your CRM and does not replace it.

No. ReX is built to brief your account owners and follow up with them on Slack or email when evidence is missing or a date slips. It never contacts customers on its own: a person on your team reviews and sends every message to a customer.

Only the agreed deals and their accounts are in scope, with access and logging agreed in writing first. Please do not send customer data through the contact form.

Bring your largest open deal