GTM success and challenges are the result of product, sales, marketing, and operations working together. I conduct complete company analysis to develop a comprehensive, actionable plan that works.
Case Studies
I find the opportunities to accelerate sales and develop actionable plans to unlock growth.
Client had a big opportunity in a broad sector, but had yet to define a Minimum Viable Segment (MVS). This resulted in low outbound response rates, stalled deals, and a sluggish pipeline.
Investigated and defined the MVS to create a crisp, nuanced ICP. Worked with sales to implement an ABM strategy and messaging framework that directly addressed MVS needs.
Outbound response rates and meetings booked increased dramatically. Sales team reported much more productive meetings and pipeline movement.
Declining sales, high churn, and an unclear roadmap followed a strategic pivot that had changed the product, but not the GTM strategy.
Assessed current marketing strategy and completed a full funnel and website analysis. Delivered an updated marketing strategy that included tailored messaging and updated channel mix that activated all stages of the customer funnel.
Exceeded goals across all stages of the customer funnel.
My client was experiencing new, unexpected, and unexplained churn. Formal exit interviews with decision-makers weren't surfacing actionable problems to address.
A customer interview and discovery initiative focused on the user — not the buyer or decision-maker — surfaced a consistent issue with users' onboarding experience that the exit interviews missed.
Presented an action plan that addressed users' challenges with onboarding. Drafted and socialized a revamped onboarding plan, trained the trainers on the most pressing client needs, and stemmed churn before it started.
Get Started
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