VALUE CREATION & GROWTH EXECUTION

Sales & Marketing

Achieving revenue growth hinges on your ability to attract, and convert potential customers. Developing and executing an effective sales and marketing strategy is essential to drive growth. Our expertise spans sales and GTM assessments, enhancing sales and marketing effectiveness, and designing impactful go-to-market (GTM) strategies that deliver results.

We help you optimise demand generation, establish strong channel and partner ecosystems, and ensure seamless execution to enable market expansion and revenue growth.

To support your growth ambitions, we focus on the following key areas:

1. Sales and GTM assessment

How effective are your current sales and go-to-market strategies? We evaluate your existing processes to identify gaps and opportunities, providing actionable insights for improvement.

2. Sales and marketing effectiveness

Are your sales and marketing efforts aligned and delivering maximum impact? We enhance collaboration to improve lead generation, conversion rates, and overall performance.

3. GTM strategy design and execution

How can you create a go-to-market strategy that drives measurable results? We assist in designing and executing customised GTM strategies tailored to your market and business goals.

4. Demand generation

How can you generate and nurture high-quality leads? We develop targeted demand-generation strategies that build your pipeline and accelerate revenue growth.

5. Channel and partner ecosystem

How can you build a strong network of partners to amplify your reach? We help you establish and manage channel and partner ecosystems that enhance market access and scalability.

By focusing on these areas, we help you optimise your sales and marketing strategies, unlock growth opportunities, and achieve sustainable success.

Contact us today to learn how our expertise can drive your business forward.

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.