VALUE CREATION & GROWTH EXECUTION

Customer acquisition

Achieving revenue growth hinges on your ability to attract and convert potential customers. We can assist you in developing and executing a comprehensive strategy that delivers results. With a proven track record in optimising sales and marketing effectiveness, our services encompass the design and implementation of impactful go-to-market (GTM) strategies, driving demand generation, establishing strong channel and partner ecosystems, and providing guidance for successful market expansion.

Consider these five key factors, presented as leading questions, that contribute to customer acquisition:

1. Go-to-market (GTM) strategy

How can you develop a well-defined GTM strategy that aligns with your business goals and target market? Which channels and messaging will effectively reach potential customers?

2. Demand generation

What marketing initiatives can you implement to generate interest and create demand among your target audience for your products or services?

3. Channel and partner ecosystem

How can you build strong partnerships and alliances to expand your reach, tapping into new markets and customer segments?

4. Market expansion

What strategies can you employ to successfully expand into new markets? How can you leverage market analysis, competitive positioning, and localised marketing to support your market expansion efforts?

5. Sales and marketing optimisation

How can you continuously improve the effectiveness of your sales and marketing efforts? What data-driven insights, testing, and refinement can be implemented to optimise your overall performance?

If you’re seeking helping in winning new customers then we can certainly help. Aside from building a well-defined strategy, we will also embed ourselves within your business to help drive field execution.

Get in touch with us today to learn more about how we can help you achieve revenue growth and drive net-new customers.

Scenario 1

A private equity-backed martech business had started to scale globally but was failing to meet its forecasts. As we engaged with the issue, we identified a lack of business development representatives and a breakdown within the marketing/sales workflow. This resulted in a backlog of 18,000 leads stuck in the system — leads that were not being nurtured or progressed.

We worked with the business to review the CRM workflow and implemented a series of KPIs to ensure that leads were promptly actioned and converted to opportunities.

Scenario 2

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

Hiring for performance and coaching for excellence service. Attracting and retaining a world-class team requires a well-thought-out talent strategy, an enticing employee value proposition and an authentic culture.

Customer lifetime value

Attain sustainable growth by nurturing and retaining customers. We offer expertise in proactive customer success management, retention strategy design, impactful proposition optimisation (including personalisation), and effective cross/upsell optimisation to help you maximise CLV.

Pricing

Optimise pricing for sustainable, profitable growth, enabling your business to navigate market and economic turbulence. We structure value-based pricing, dynamic pricing, targeted price increase management, and margin optimisation, helping you improve profitability and efficiency.

People & talent

Achieve transformative growth with effective leadership and a growth mindset culture. We assist you in building high-performing go-to-market (GTM) teams through enablement, coaching, retention strategies, performance/sales incentive management and governance/processes design.