VALUE CREATION & GROWTH EXECUTION

Go-to-market (GTM) & sales playbook

High-growth businesses understand exactly how they will attract, engage and sell to customers. Without this clarity, scaling is inefficient and — in most cases — ineffective.

In these cases, we work with the client to develop their GTM strategy and sales playbook. This covers their route to market, pricing, territory, positioning, communication, resource plan, budget, objectives and key results (OKRs), buyer personas, sales processes and accountability matrix.

Other service offerings, such as hiring, channel partner strategy, and demand generation will rely on the GTM strategy.

Service offerings

Scenario

A private equity-backed company was selling hardware, software and services relevant to airports, airlines and border control agencies. There was no ideal customer profile, so the sales teams were targeting prospects haphazardly — and were also responsible for generating their own leads, closing business, collecting cash, service delivery and project management.

The approach was neither scalable nor efficient. We were tasked with building a GTM strategy, ideal customer profile and governance matrix, as well as refining the sales playbook to ensure that the company would deliver growth as expected by the PE fund.

Related services

Channel partner ecosystem service. International expansion often begins by establishing a partner strategy. We can build an ecosystem to help your business scale, expand and enter new markets

Channel partner ecosystem

Efficiently scale your business to achieve revenue growth and tap into new markets. We help build a channel partner strategy and ecosystem.

Go-to-market (GTM) and sales playbook service. We help businesses build and execute a GTM strategy that defines how to attract, engage and sell to customers. Critical for efficient scaling and growth

Sales forecasting & methodologies

Do you have a problem with your sales forecast accuracy? We can implement methodologies and IT systems to create a predictable revenue model.

Channel partner ecosystem service. International expansion often begins by establishing a partner strategy. We can build an ecosystem to help your business scale, expand and enter new markets

Lead-to-cash (CRM, CPQ & ERP)

We help our clients break down the silos and boundaries between teams, and create processes that provide end-to-end visibility and control.

Service offerings

Contact us to discuss your needs in confidence