Growth Services
GTM Strategy Review and Acceleration
Your situation
You may have had some initial sales success, usually founder-led. Some outbound, or more usually inbound, sales motion has led to some early, important wins – give you a sense of product-market fit.
You may have implicitly formed some assumptions and hypotheses, with a notion of your ICP and the buying personas involved in the decision-making process of your client prospects.
You may have captured some of this early success in a sales CRM such as Hubspot or Salesforce. So far, so good.
The challenge will be that the customers and success that brought you to this point might no longer be representative of the direction you need to take for future, sustained growth. This is particularly true if your target industry vertical landscape is dynamic, with new technologies and competitors emerging.
As your company grows, it is essential to quickly capture and focus the GTM strategy to address the new environment that the company is operating in. And translating the vision and knowledge from your founders to a new sales team is difficult.
What we will do
We critically review and validate your offerings, sales and marketing materials, covering the following areas:
Your market engagement (B2B, B2C, or B2B2C)
Your target segment (enterprise, mid-market, SME, SMB)
Your Ideal Customer Profile (ICP) and buyer personas involved
Your geographical target markets
Whether to use Product-Led Growth (PLG) and/or direct sales
The role of inbound and outbound sales, and if/when to use SDRs/BDRs
When to use sales channel partners
The marketing campaigns, events, thought leadership and demandgen needed
The buying behaviour of your ICP (price, innovation, or brand strength and integrity)
Your pricing strategy for your offerings
We input and update your internal materials, meeting with your teams, and conducting User Research and talk to current or future customers as appropriate. We will make practical contributions and participate directly with your teams.
What you can expect
Throughout our involvement you can expect us to swiftly and efficiently engage with your stakeholders, respectfully challenging assumptions, and creating high quality content in the formats most useful to your teams.
By the end of our engagement, you will have an updated GTM strategy and sales playbook that is fit for your next phase of growth.
Getting started
Contact us with a brief description of your situation, and we’ll get in touch.
Sales and Marketing Extension
Having established some v1 (or v0.1) of a GTM strategy, building out the sales and marketing functions is the next step.
Depending on the maturity of your industry vertical, target market, and your own company sales capabilities and capacity, will determine the relative timings of building out your marketing function to support inbound sales and PLG, and when to start growing your sales team, and bring in partnerships, to close sales deals.
Your situation
You have some sales capability, which may simply be founder-led sales. Or perhaps you have hired one or more sales Account Executives, or engaged an out-sourced sales agency. You may have some idea of your Ideal Customer Profile (ICP), target personas, be running some demandgen, or Account-Based Marketing (ABM). You may have a working Sales Playbook and Go-to-market (GTM) strategy.
At this point you may find that your client prospects might not be landing in the way that you hoped – or as quickly as you would like. Or you may find that the buying behaviours and buying criteria might not align with your business offerings – despite technically solving the right problem.
What we will do
We will join your sales team as seasoned Enterprise Account Executives and SDRs / BDRs. After a very short, fast on-boarding period during which we will digest your materials to date, we will then act as an extension of your sales and marketing team, able to secure and drive meetings, bring new leads, and work deals to build and progress your sales pipeline.
During our involvement we will participate in marketing events as needed, amplifying your message and narrative, and using our network to bring our own leads to your organisation.
As we increase your revenue, we can then assist you with hiring new AEs and SDRs using our trusted partners, to build out your field sales team.
What you can expect
Throughout our involvement you can expect us to swiftly and efficiently engage with your stakeholders, respectfully challenging assumptions, and creating high quality content in the formats most useful to your teams.
By the end of our engagement, you will have increased your revenue to meet your goals, secured the right logos, and built out your own field sales team.
Getting started
Contact us with a brief description of your situation, and we’ll get in touch.