Services
Operating Advisor for Investment Firms
We identify value creation opportunities and assist operators in creating and executing programs to capitalize on them.
Sales Leader Coaching & Mentoring
We work with sales and marketing leaders to help them achieve their full potential by sharing decades of relevant experience.
Fractional Chief Revenue Officer (CRO)
We work with early stage companies that are not yet ready to hire a full-time CRO but need to tap into that level of talent.
Strategic Advisory for CEOs
We work closely with CEOs to provide expert guidance on go-to-market strategy, identify gaps and recommend solutions.
Management Consulting
We perform highly targeted engagements including talent assessments, analyses of sales KPIs and performance vs. benchmarks, and pre-M&A diligence on GTM functions.
Examples of Recent Work
Sales Team Assessment
For each quota bearing rep on the sales team, we reviewed KPIs and performance metrics, reviewed recorded sales calls and attended sales meetings. We then discussed our observations and assessment with sales leadership and developed an action plan for fostering improvement.
Increasing Expansion & GRR
We reviewed the current approach to account management and customer adoption processes, identifying opportunities to increase cross-sell of additional products and services, accelerate customer adoption and to expand into untapped divisions and geographies within existing customers. We then developed a plan to capitalize on those opportunities by making adjustments to the team.
Commission Plan Design
We began by reviewing the current sales commission plan, company objectives, the prospect-to-customer lifecycle and feedback from the sales team. Then working closely with sales leadership, we identified changes which could be made to the sales plan to create better alignment, to accelerate the sales cycle, and to increase the motivation of the sales team.
Partnerships to Drive New Logo Acquisition
Beginning with an assessment of existing partnerships with promising performance, we assessed opportunities to drive incremental acquisition of new customers by offering new partnership options and programs that align with a variety of distinct partners' business models.
Improving Forecast Accuracy
Working closely with sales management, we reviewed recent quarterly results to determine root cause issues for forecast inaccuracies, including slipped deals, forecast category classification issues, sales process issues and sales team member development needs. We then developed detailed action plans to address each aspect to ensure improvement.
Pre-Acquisition Diligence on GTM Health
Working with members of a team performing diligence on potential acquisition candidates, we provided an assessment of the current health of go-to-market (GTM) capabilities, based on comments from company leadership, a review of strategy and operating plans and GTM-specific performance data and financial results.