Sanjay's
Rapid Growth.
Sanjay Akut — Hyper-Focused Niche Positioning, Niche Mastery and Rapid Growth.
5/5
“I went all-in on a niche and grew fast”
Key Numbers
Who is Sanjay?
Before CTOx Accelerator™
After CTOx Accelerator™
The Challenge
Before joining CTOx, Sanjay had a long track record as a CTO in the legal space, including leading tech at a major immigration law firm. He also started his first company at age 19 and had entrepreneurship “in his DNA.”
In October 2023, Sanjay realized the market potential for his expertise after speaking on an AI panel at Litify’s LitiQuest conference. By May 2024, he decided to “burn the boats,” left his corporate CTO role, and launched his own fractional CTO practice with full commitment.
Sanjay’s main concern wasn’t his ability to sell — he was confident in his ability to close deals once in a room with the right people.
His biggest challenge?
“How do I find and activate the right leads and opportunities?”
The CTOx®
Approach
- All-in mindset - Burn the boats: Left his corporate job and publicly announced his new practice with a strong, heartfelt LinkedIn post on his last day. Embraced full commitment: “I’m all in. Let’s go.”
- Immediate network activation: Sent tailored LinkedIn messages to key connectors in his niche (immigration law). Leveraged relationships from Litify (a software vendor for law firms) and past speaking engagements.
- Niche focus & value framing: Positioned himself clearly as a strategic technology leader (not a CIO or IT manager), emphasizing technology as a revenue and efficiency driver — not a cost center.
- Assume the sale mindset: Adopted the “assume the sale” tactic: proactively suggesting workshop dates, leading confidently, and guiding clients through decisions.
- Build and package the right offers: Worked closely with CTOx to craft service offers (workshops, advisory retainers, engaged retainers) and refined language to avoid "hours" and "retainers" — focusing instead on outcomes and value.
CTOx® Methodologies Used:
The Transformation
Quick Client Conversion
Signed his first client contract within 3 weeks of leaving his job.
Solid Inbound Pipeline
Recurring pipeline from referrals and partnerships — without any cold outreach.
Strategic Litify Partnership
Initially structured as an hourly retainer, later evolved into strategic pre-sales and product advisory support, opening doors to many law firms in his niche.
Huge Revenue Upside
Multiple projects per client — project revenue now surpasses advisory revenue.
Service Delivery Expansion
Built Tuka Tech, his outsourced development arm, scaling project execution with contract-based teams.
Real Results
What Can You Learn From Sanjay?
Challenges Surmounted
Workshop miss & client mismatch
One early workshop didn’t convert, leading to important lessons:
- “Don’t oversell a high-level CTO engagement when the client only wants tactical solutions”.
- Meet the client where they are first — start with smaller AI or tech initiatives, then evolve.
Health setbacks & value conversations
After major back surgery complications, Sanjay had to step away temporarily. A client questioned value during this time. With coaching, he shifted from thinking about crediting fees to reaffirming value:
- “You’re not paying for my hours — you’re paying for progress and outcomes.”
The result?
The same client prepaid 7 months of services plus additional project work at year-end.
FAQs About the CTOx® Journey
Common questions technology leaders ask when exploring the fractional CTO path, answered based on patterns we’ve observed across hundreds of successful members.
What kind of background do successful CTOx Accelerator™ members typically have?
Most successful CTOx Accelerator members are experienced technology leaders with 10+ years in the industry, including current or former CTOs, VPs of Engineering, Technical Directors, and Senior Engineering Managers. They typically have experience leading teams, making strategic technology decisions, and working directly with executive leadership. Many come from startups, scale-ups, or enterprise environments where they’ve been responsible for technology strategy, not just implementation.
How long does it usually take CTOx Accelerator™ members to get their first client?
The most proactive CTOx Accelerator™ members typically land their first client within 30-90 days of joining the program. Some exceptional cases have signed clients within their first week, while others may take longer depending on their network activation efforts and niche focus. The timeline largely depends on how consistently members implement the Network Activation process and execute on the business development activities outlined in the program.
What are the most common challenges people face when transitioning to fractional CTO work?
The three most common challenges are: (1) Overcoming discomfort with business development and “marketing” activities, (2) Shifting from hourly thinking to value-based pricing and retainer models, and (3) Learning to delegate tactical work while focusing exclusively on strategic leadership. Many also struggle initially with positioning themselves in a specific niche rather than trying to serve everyone.
What types of client engagements and revenue models do CTOx Accelerator™ members typically build?
CTOx Accelerator™ members typically build diversified portfolios with two main engagement types: “Engaged” clients (full strategic leadership at $10k-$15k/month) and “Advisor” clients (high-level guidance at $3k-$5k/month). Many also offer strategic intensives or half-day consults as entry points. Successful members often manage 5-8 total clients with a mix of engagement levels, targeting $500,000+ annual revenue through this diversified approach.
What advice do most CTOx Accelerator™ members give to technology leaders considering this transition?
The most consistent advice from CTOx Accelerator™ members is: (1) Start while still employed to reduce financial pressure, (2) Focus on a specific niche rather than trying to serve everyone, (3) Leverage your existing network through the Network Activation process before trying cold outreach, and (4) Embrace relationship-based business development rather than traditional marketing. They also emphasize the importance of following the proven system rather than trying to figure everything out independently.
