PRACTICE: Go-To-Market and growth
Growth is a system, not a slogan.
Sales acceleration, portfolio rationalization, marketing and sales enablement, and pre-sales TCO and ROI tooling, built by operators who have run the number.
four PILLARS
How the practice is built.
PILLAR 01
Sales performance acceleration
Sales acceleration lives across the business, not just in sales. We take a data-driven look, find the root causes, and build the plan to move. Product, marketing, and sales are all in the diagnosis.
PILLAR 02
Portfolio rationalization
Most portfolios carry products and services that have outlived their usefulness, or that accrued through acquisition and never got cleaned up. We use deep data analysis to streamline the portfolio so the sales team can tell a clear story and the finance team can see the margin.
PILLAR 03
Marketing and sales enablement
Giving sellers the right content at the right moment is the difference between winning and losing. We have built award-winning enablement programs that combine technology, process, analytics, and teamwork across product management, marketing, and sales.
PILLAR 04
Pre-sales TCO and ROI tooling
Good pre-sales tools let leadership and sales make the right calls on pricing and margin. Our team has built and managed robust, nimble tools that hold up to the pace of change in a real sales cycle.
Portfolio
What we cover.
Marketing and selling
Channel and partner programs, sales strategies, sales tools, strategic introductions, sales training and coaching, virtual CRO or CSO, marketing strategies, collateral and content development, managed digital marketing, virtual CMO.
Product strategy
Product strategy, product definition and planning, service delivery planning, services strategy, market feedback, pricing methodologies, bundling strategies, SaaS operations, SaaS security and compliance.
In Practice
GTM acceleration for a global software and services company.
A large client wanted to accelerate managed services and software sales. We found portfolio complexity, seller inconsistency, and channel partner gaps holding the number back. The engagement identified 2x sales potential, simplified the portfolio, and stood up a new sales model with aligned enablement. The work was grounded in our combined executive experience across portfolio management, sales leadership, marketing, and enablement.