More Than a Retainer: How to Confidently Negotiate Upside Into Your Fractional Deals

The CTOx Podcast

In this episode, Marissa and Lior break down how top Fractional CTOs move beyond retainers to build wealth through equity, revenue share, and performance-based upside. Leor shares how reframing your value around business outcomes—rather than hours or deliverables—changes everything about how clients perceive and reward your impact. You’ll learn how to structure deals that feel like win-wins, turn risk into trust, and align your compensation with measurable growth. Whether you’re new to fractional work or looking to elevate your deal strategy, this episode gives you a practical playbook for negotiating upside without sounding defensive or discounting your worth.

You’ll learn:

• Why retainers are a starting point—not the ceiling—for your fractional income.

• How to position yourself as a growth partner, not a cost center.

• Three proven models for upside: revenue share, performance bonuses, and enterprise value.

• How to protect yourself while maintaining trust and flexibility.

• Conversation tactics that create instant win-win energy with CEOs.

If you’re a Fractional CTO—or any kind of visionary leader—this conversation is a must-listen.

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